Click on each “Tip” for the complete article
- Opening Position - just like first impressions, your opening position is the most important move in any negotiation. It begins the process of setting and managing the other party’s expectations.
- Anchoring - a simple way to describe anchoring is to use a sport’s analogy. Anchoring is akin to home field advantage. Anchoring is the process of shifting the focus of the discussion to center around your position. By doing so, you statistically increase the likelihood of a favorable outcome (that means more for you).
- Moving - movement is a crucial element in every negotiation. When you move, how you move, and how often you move have a huge impact on the eventual outcome.
- Questioning - questions establish a baseline, control the discussion topics, apply pressure to the other party, and unlock information.
- Satisfaction - unfortunately is intangible and therefore difficult to create and trade. Satisfaction isn’t like price or volume, it encompasses the whole process as well as the individuals involved. It’s closely related to “How” you handle the entire negotiation.
