- Goals Are Paramount. …In a negotiation, you should not pursue relationships, interests, win-win, or anything else just because you think it’s an effective tool. Anything you do in a negotiation should explicitly bring you closer to your goals for that particular negotiation…
- It’s About Them. …You can’t persuade people of anything unless you know the pictures in their heads: their perceptions, sensibilities, needs, how they make commitments, whether they are trustworthy…
- Make Emotional Payments. …You need to tap into the other person’s emotional psyche with empathy, apologies if necessary, by valuing them or offering them other things that get them to think more clearly…
- Every Situation Is Different. …Blanket rules on how to negotiate with the Japanese or Muslims, or that state you should never make the first offer, are simply wrong…
- Incremental Is Best. …Take small steps, whether you are trying for raises or treaties. Lead people from the pictures in their heads to your goals, from the familiar to the unfamiliar, a step at a time…
- Trade Things You Value Unequally. …Then trade off items that one party values but the other party doesn’t…
- Find Their Standards. …Name their bad behavior when they are not consistent with their policies…
- Be Transparent and Constructive, Not Manipulative.
- Always Communicate, State the Obvious, Frame the Vision. …Most failed negotiations are caused by bad communication, or none at all. Don’t walk away from a negotiation unless all parties agree to take a break—or unless you want to end the negotiation…
- Find the Real Problem and Make It an Opportunity. …Few people find or fix the real, underlying problem in negotiations. Ask, “What is really preventing me from meeting my goals?”…
- Embrace Differences. …Great negotiators love differences….
- Prepare—Make a List and Practice with It. …If you don’t have a list, you aren’t prepared. If you aren’t prepared, you won’t do as well…
"상대방이 들을 준비가 되어 있지 않다면 누구에게 어떤 이야기도 할 수 없다. "
David Lean <A passage to India>
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