"You will never make more money per hour
than when you are negotiating."
- Stephen W. Gibson

Covey's Interdependent Habits

Habit 4 - Think Win-Win

Habit 5 - Seek first to understand, then to be understood

Habit 6 - Synergize, create a deal that is more than the sum of the parts

In a negotiation, the possible outcomes include win-win, win-lose, lose-win, and lose-lose. The next best choice after Win-Win is No-Deal. You are better off walking away than you are leaving a wounded relationship. - Stephen Covey


Here is a collection of experts' sayings about negotiating. Some of this advice is suspect.
Can you tell which ones are bad?

In a negotiation, he who cares less, wins. - Anonymous
Counter: In a negotiation, he who prepares best and knows his own and his counterpart's situation best, wins.

Never negotiate on a full stomach. - Victor Antonetti
Counter - Unless you are negotiating for food

If you're planning on doing business with someone again, don't be too tough in the negotiations. If you're going to skin a cat, don't keep it as a house cat. - Marvin Levin
Counter: It's hard to predict when you will run into someone again. It's always better to "leave a little money on the table" than try to "skin a cat".

If you don't like what you're hearing, respond with a question, even if it's no more than "Why are you saying that?" - Mark McCormack

Talk about price last. People have tremendous anxieties about hearing the price, so use preliminary negotiations to get all the auxiliary issues resolved first. Say, "If the price is OK, would you be willing to...?" - Jay Kaplan

Round numbers beg to be negotiated, usually by counteroffer round numbers. Odd numbers sound harder, firmer, less negotiable. - Mark McCormack

Don't go into a negotiation without listing every issue beforehand. Establish an aspiration level, a minimum, and an initial asking price for each issue. - Charles Karrass

As a buyer approaching a negotiating meeting, be sure to trumpet any bad economic news headlines as much as possible. - Chip Conley

Successful negotiations are 70% preparation, 20% implementation, and 10% acting. - Robert Olson

Throw a temper tantrum within the first ten minutes of the negotiating -- nine out of ten times it will effectively intimidate your opponent. - Mark Randall

If negotiations are a regular part of your business, make sure all your negotiators have been to Karrass training. The amount of anecdotal and just plain bad information about "how to negotiate" provided by supposed experts is staggering. - S Milford (see example immediately above)

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