Negotiation Tips: A Value-Creation Checklist

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By following these tips in your next negotiation, you’ll improve your chances of meeting everyone’s interests.

  • Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched.
  • When talks begin, remember that getting down to business too quickly can stand in the way of building trust.
  • Emphasize to your counterpart the importance of separating the “inventing” from “deciding,” as Fisher, Ury, and Patton suggest in Getting to Yes.
  • Don’t worry about adding complexity. Bringing new issues, options, and parties to the negotiation is likely to create value.
  • Avoid artificial deadlines, though it can be helpful to decide when it’s time to concentrate on the packages you’ve identified.