Had heard of David (a lawyer turned trainer) before few years back in an SPMI talk, and bought his "Why did Chicken cross the road" book (haven't read it yet :P)
Have to say his talk is both entertaining and enlightening. Here is the gist.
Negotiation is actually Joint Problem Solving. It should be viewed more as a game, with a timeline to meet, and tactics to use, and ideally should play out to be Win/Win for both parties. And key thing is: "to have fun along the process."
Here comes The Eleven Commandments of Negotiations
1. Negotiation is a process
Prep & Strategize --> Info exchange --> Opening and making Concession --> Closing and gaining Commitment
2. Appreciate the power of Anchor Points
Has to be more aggressive on first Offer or first Counter offer, so as not to set at losing ground upfront
3. Never accept the First offer
Else regret and keep thinking was it a really good deal
4. Look beneath position to uncover interest
Distinguish between Want and Need, by asking questions!
5. A currency is anything of value
Identify currencies and look for ways to create Value
6. Treat every "No" as temporary position.
Ask why not. Turn No into a Yes (like children stubbornness)
7. Compromise only as last resort.
Not too soon!
8. Always have a Plan B.
Diminish Plan B of your opponent, too.
9. Never give something for nothing.
Else your opponent will keep asking for more!
10. Give an ultimatum only if you mean it - and do it gently.
Avoid the fallacy trap, of threatening with wrong intent. Will just backfire if luck is not on your side.
11. Make it easy to say 'Yes'
Bonus:
12. Don't let an Impasse get you down
Bonus of bonus:
13. Always have extras, reserve, buffer
That's it folks. I hope you can have more fun in Negotiating next time round. :)
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