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You can narrow the bargaining range by asking questions. Why is the other person here to discuss this matter? You can find out their needs. People will often tell you a lot if you ask them.
What if an extreme offer is made to you? The antidotes are (a) not reacting emotionally, (b) asking questions, and (c) using standards.
“Do you all agree with each and every word that was just said?”
As noted throughout this book, be careful of overusing power. Just use enough to meet your goals but not more.
small parties can be very powerful.
large parties can be weak, or become weak.
“There is no institution, enterprise, society or human achievement of any sort, no matter how strongly established and esteemed, that cannot be ruined.”
As you negotiate, don’t throw your weight around. It may well come back to bite you. And if they throw their weight around, make sure you document every unreasonable action.
you should acknowledge their power, giving them an emotional payment. And you should ask them, just because they can beat you up, should they?
Better to focus on meeting needs and expanding the pie
they might be emotional about their power, so they may need emotional payments.
But the more stuff you get done now, the more all the parties will feel a sense of accomplishment. And the more likely they will keep trying to agree on things.
prioritize the issues based on what is easiest and fastest.
A really good task for the parties in a negotiation is to figure out the third parties and other resources that are needed.
You need a commitment from them in the way they make commitments.
The making of a commitment also needs a deadline and a time frame. This needs to be explicit. If there are any conditions that will cause the other party (or you) to be able to get out of the commitment, spell them out.
Risk should be discussed explicitly in negotiations.
Clearly, the more risk one takes, the more one is entitled to be compensated in some way.
understand the other party’s risk profile. Then try to minimize their perceived risk.
If you reduce their perceived risk, they will pay you more if you are a seller, or tak...
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More effective is a joint effort to reduce perceived risk. Make risk a common problem.
