Negotiating Skills Exercise

1	The task of negotiation is to agree at the other side’s minimum settlement point.
	Generate options that make the mutual pie larger.
2	The party that needs the deal more has less power.
	Base decisions on an objective standard - market value or expert opinion.
3	Act as if the other side were your partners genuinely interested in solving the problem.
	Somebody has to open but make sure it’s not you.
4	Negotiation has more to do with threat and emotion than persuasion.
	Avoid people’s emotions becoming entangled with the objective merits of the problem.
5	Explore interests on both sides. See the other's point of view.
	Never make the first offer.
6	Never give anything away for free – always demand something in return
	Come to the table with at least four prepared options.
7	Never disclose your bottom line.
	Sharing of information allows both parties to work together more efficiently
8	Listen to the other side, acknowledge their points and feelings, agree with them, show them respect.
	A negotiator’s sole objective is to gain all the money on the table

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