Welcome to Scribd, the world's digital library. Read, publish, and share books and documents. See more
Download
Standard view
Full view
of .
Save to My Library
Look up keyword or section
Like this
2Activity

Table Of Contents

Tactic 1: Know Your BATNA
Tactic 2: Know Your Opponent’s Real Objective
Tactic 3: Control the Setting
Tactic 4: Use Objective Criteria
Tactic 5: List All Items to Be Negotiated
Tactic 6: Timing Is Everything
Tactic 7: Decide How “High” Is High
Tactic 8: The Good Guy/Bad Guy Routine
Tactic 9: Control Your Emotions
Tactic 10: The Reciprocal Buy-Sell Offer
Tactic 11: Use an “Expert Witness”
Tactic 12: Find Common Interests
Tactic 13: Set a Deadline
Tactic 14: Don’t Always Hide Your Weaknesses
Tactic 15: Caucus
Tactic 16: Use Throwaway Items
Tactic 17: Package Items
Tactic 18: Agree on Something As Soon As You Can
Tactic 19: Make a First and Best Offer
Tactic 20: Posturing
Tactic 21: Avoid the “Winner’s Curse”
Tactic 22: Propose Multiple Options
Tactic 23: The “Win-Win” Approach
Tactic 24: Wait to Counter
Tactic 25: Be Flexible
Tactic 26: Keep Few Secrets
Tactic 28: Offer Fixed Alternatives
Tactic 29: Prolonged Silence
Tactic 30: Always Leave Room for Dessert
Tactic 31: Cut Salami Slices
Tactic 32: Don’t Exaggerate
Tactic 33: Bluff!
Tactic 34: Control the Forum with Visuals
Tactic 35: Apply Pressure (when you have the leverage)
Tactic 36: Surprise!
Tactic 37: Divide a nd Conquer
Tactic 38: Break the Tension
Tactic 39: Compromise
Tactic 40: Be Friendly
Tactic 41: Record the Meeting
Tactic 42: Split and Choose
Tactic 43: Nickel and Diming
Tactic 44: Make Use of a Positive “Halo Effect”
Tactic 45: Use Facts
Tactic 46: Ask Probing Questions
Tactic 47: The Premature Congratulation
Tactic 48: Walk Away
Tactic 49: Final-Offer Arbitration
Tactic 50: Commit the Offer to Paper
0 of .
Results for:
No results containing your search query
P. 1
50_Practical_Negotiation_Tactics

50_Practical_Negotiation_Tactics

Ratings: (0)|Views: 48 |Likes:
Published by Baengeo

More info:

Published by: Baengeo on Feb 19, 2011
Copyright:Attribution Non-commercial

Availability:

Read on Scribd mobile: iPhone, iPad and Android.
download as PDF, TXT or read online from Scribd
See more
See less

11/25/2012

pdf

text

original

You're Reading a Free Preview
Pages 5 to 12 are not shown in this preview.
You're Reading a Free Preview
Pages 17 to 112 are not shown in this preview.
You're Reading a Free Preview
Pages 117 to 137 are not shown in this preview.
You're Reading a Free Preview
Pages 142 to 150 are not shown in this preview.
You're Reading a Free Preview
Pages 155 to 203 are not shown in this preview.

You're Reading a Free Preview

Download
/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->