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A checklist of the ten things you must do to be aneffective negotiator
Contrary to what some believe, negotiation is not a game. Games haverules whereas negotiation has none...anything can, and often does,happen. Games have procedures, whilst negotiation is often subject touncertainty and alternatives are frequently proposed and considered.However, whilst there are no rules in negotiation, there are guidelines thatneed to be adhered to in order to be an effective negotiator. This articleexplores these ten key guiding principles.These are as follows:1. Effective negotiators know that all offers must be conditional upon theother party giving them something of value in return. They will never giveanything away for nothing.2. Effective negotiators never think on their feet or negotiate 'in the heatof the moment'. Proposals and counter proposals can come quickly, but aneffective negotiator will consider, evaluate and reflect on the proposal,taking whatever time is needed, before making a counter proposal of theirown.3. Effective negotiators are capable of strict self-discipline. They remaincalm, collected and composed in order to 'keep a clear head'.4. Effective negotiators spend a considerable amount of time on planning,evaluating and testing their assumptions about the other party.5. Effective negotiators maintain high aspirations throughout thenegotiation. They build upon common ground rather than merely focus onareas of difficulty.6. Effective negotiators take control of the negotiation before it begins.They take charge of the venue, timing, agenda, and other participantsbecause they know it is more difficult to take control once the negotiationhas begun.7. Effective negotiators continually create room for manoeuvre. This isnormally done by opening with an extreme but credible position, andbeing continually creative with the shape and value of the package.8. Effective negotiators are rarely the first to move. They do not make anearly concession to soften the other party up as they recognise this hasthe opposite effect and actually toughens up the other party. When theydo move, they tend to move fewer times than the other party and in everdecreasing amounts of value (both tangible value and in-tangible value).9. Effective negotiators get into the head of the other party in order to seethe deal from their perspective. This enables them to offer concessions of value and interest to the other party.
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