The one sentence summary
You can be a better negotiator by preparing properly, holding your nerve, staying calm, and making your offer first.
- The book introduces the Negotiation Clock Face, a wheel of approaches roughly ranging from hard to soft: bartering, haggling/bidding, hard bargaining, dealing, concession trading, win-win, partnership joint problem solving, relationship building.
- The main influencing factors in negotiation are:
- The level of dependency
- The power of the brand and relative size of both parties
- Competitor activity and changing market conditions
- The party with more time
- The nature of the product, service or contract
- Personal relationships
- The 10 important traits of successful negotiators are:
- Nerve. Believe in your position, never offend, and always remain calm.
- Self-Discipline. Understand what to do, do that which is appropriate.
- Tenacity. The equivalent of stamina in sportspeople.
- Assertiveness. Tell them what you will do, not what you won’t do.
- Instinct. Trust it – you will be right more often than not.
- Caution. If it seems too good to be true, it probably is.
- Curiosity. Ask why because you want and need to know.
- Numerical reasoning. Know what it’s really worth, what it really costs.
- Creativity. Explore and build on possibilities.
- Humility. People make agreements, and humility breeds respect.
- The six primary variables are: price, fee or margin, volume, delivery, contract period, payment terms, and specification.
WHAT’S GOOD ABOUT IT
- Pressure points are things, times or circumstances that influence the other party’s position of power.
- Good negotiators need to become comfortable with being uncomfortable.
- The complete skilled negotiator uses silence, where appropriate. This means listening to everything the other party is saying, and not saying, to work out their true position.
- In negotiation there is no good, bad, right or wrong: do not allow your sense of fairness to come into it.
- In most cases, negotiators who make their offer first will come out ahead.
- One of the most important ways of building power is by developing a BATNA (Best Alternative to a Negotiated Agreement).
- No options = no power. Find out and read their breakpoint.
- Think clearly when faced with conflict, and maintain self-control.
- Open extreme yet realistically to shift their expectations.
WHAT YOU HAVE TO WATCH
- It contains a lot of good advice.