Day 12 - The Secrets of Negotiation
Tom Wood & Roger Dawson
Negotiating - getting what you want while helping others getting what they want.
1. People get concessions people they like.
2. Must be able to walk away from the deal.
1. Time-pressure
2. 80% of the concessions come from the last 20% of the time available to negotiate
3. Don't reveal your deadlines
4. Discover the other sides' deadlines
5. The one that has the most options has the most power
6. Always think that you have the weaker hand in the negotiation
7. The one has more power should keep time pressure, the one has least power avoid time pressure.
8. The more time you have in a negotiation the more likely to get what you want.
9. Learn to pull the plug.
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