How to negotiate effectively.
Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, isn’t any of these. It’s a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned.
In an article David shares a few quick insights into:
- preparation and planning before a negotiation
- power in a negotiation
- having a fallback position
- avoiding counter proposals
- sharing your feeling with the opposite side
- argument dilution.
David Freedman, Head of Business Development, Huthwaite International. Published in ILM