|Roger Dawson delineates the attributes of a successful negotiation and explains in detail how to make the people with whom you negotiate feel good about the deal you want to make. When he overhears a person accuse him of wanting to snatch the gold fillings from people's teeth, he explains that such an action would amount to stealing, not power negotiating. Power negotiating, he explains, comes when you can talk a person into handing you his gold fillings while thanking you for it in the process.|
I include here an outline of the author's negotiating principles and strategies. It derives from the flash cards that come with the six audio cassette version of the book, but the contents should correspond to the book.
The Five Underlying Facts You Must Understand about Negotiating You are negotiating all the time
Everything you want is owned or controlled by someone else
There are predicable responses that you can count on in the negotiating process
There are three critical factors in every negotiation--power, information, time
The proper "mesh" of personality types is important to negotiating success
The Three Underpinnings of "Win/Win" Negotiating Never narrow negotiations down to just one issue
Different people want different things
Price is not always all-important
The Three Stages of Every Negotiation Learning your opponent's stated goals; stating what you want
Gathering information on your opponent and his needs
Reaching for compromise
The Five Things That Make a Good Negotiator Knowing that both sides are under pressure so you don't feel intimidated
Wanting to learn negotiating skills
Understanding negotiating skills
Being willing to practice
Wanting to create "win/win" negotiating situations
The Eight Kinds of Power Title power
How to Gather Information Ask open-ended questions
Repeat statements as questions
Ask for response
Ask for restatements
Ask others who seal with your opponent
Ask your opponent's subordinates
Mix your company's specialists with their specialists
Personality Styles Chart Find your own type and that of your opponent
Analytical | Pragmatic
Amiable | Extrovert
The hardest type for you to negotiate with is the type in the kitty corner opposite yours
Where to Sit in Negotiations When you're negotiating with two people: sit where you can watch both
When two people are on your team: sit apart so you "speak with two different voices"
When your large group opposes their small group: keep your group together for power
When their large group opposes your small group: intermingle to diffuse their power
Five Characteristics of a Successful Negotiation Both sides feel a sense of accomplishment
Both sides feel the other side cared
Both sides feel the other side was fair
Each side would deal again with the other
Each side feels the other side will keep the bargain
Checklist of Negotiating Gambits, Part 1 The Nibble
The Hot Potato
The Higher Authority Gambit
The Set-Aside Technique for avoiding impasse
Checklist of Negotiating Gambits, Part 2 Use arbitrators to break deadlocks
Good Guy/Bad Guy
Feel, Felt, Found formula
Dumb is smart; smart is dumb
Checklist of Negotiating Gambits, Part 3 The Flinch
The Vise technique
The Printed Word technique
The Withdrawn offer
Checklist of Negotiating Gambits, Part 4 The Fait Accompli
The Funny Money gambit
The Red Herring
Checklist of Negotiating Gambits, Part 5 The Puppy Dog Technique
Reluctant Buyer/Reluctant Seller
The Want-It-All technique
Checklist of Rules and Principles, Part 1 Never say "Yes" to first offer
The Call Girl principle (value of services diminishes rapidly after services are performed)
Always maintain your "walkaway power"
Make a big deal of any concession you make, and get a counter-concession for doing so
Checklist of Rules and Principles, Part 2 Don't be the first to name a price
Position opponents for easy acceptance
Be the one who writes the contract
Make your offers low but flexible
Checklist of Rules and Principles, Part 3 Never be the one to offer to "split the difference." Get opponent to make the offer to you
80% of concessions are made in the last 20% of the time--so don't "leave details" till later
The person under the greatest time pressure generally loses in negotiations
Checklist of Rules and Principles, Part 4 Never reveal it if you have a deadline
Don't negotiate on the phone (you can't read your opponent's body language)
Watch for sudden changes in body language, rather than just the body language itself
Checklist of Body Language Signals, part 1 A smoker lights up: "I'm relaxed, ready to get down to business"
Man unbuttons his jacket: same signal as "a"
Fast blinking: "I'm very alert" or "I'm lying" or "I'm discomforted", etc.
Tilted head, knuckles under chin: "I'm interested"
Head held straight and/or chin in heel of hand: "I'm bored"
Checklist of Body Language Signals, Part 2 Tug at ear: "I want to hear more"
Scratching head: "I'm uncomfortable with the discussion"
Steepling of fingers: "I'm supremely confident"
Hand on back of neck, or finger under collar: "I'm annoyed"
Checklist of Body Language Signals, Part 3 Fiddling with glasses or pipe: "I need more time"
Object in mouth: "I need more nourishment"
Eyeglasses taken off, set down on table: "I'm shutting you off"
Checklist of Conversational Clues, Part 1 Statements that mean just the opposite ("In my humble opinion...")
Throwaways that precede major announcements ("By the way," "As you're aware")
Legitimizers ("Honestly," "Frankly,")
Checklist of Conversational Clues, Part 2 Justifiers ("I'll try")
Erasers ("But," "However,")
Deceptions ("I'm just a country boy...")
Checklist of Conversational Clues, Part 3 Preparers ("I don't want to intrude, but...")
Exaggerators ("This is very embarrassing...")
Trial balloons ("Off the top of my head...")