Rule #28: Get the other side to state what they want at the beginning, and tell them what your issues are. Get everything on the table. Open Open first? Rule #29: Open first to set an anchor, except when you don’t know the other side. Open optimistically or realistically? Rule #30: When in doubt, open optimistically and have room to come down. Rule #31: You never get anything you don’t ask for, so ask for more than you hope to get. Rule #32: When you know the buyers well, open realistically. Also open realistically when you have no leverage, when in a tacit coordination situation, and when people say they will not negotiate and mean it. Rule #33: Get the bad news out of the way early. Rule #34 : Don’t include most of the other side’s requests in your initial offer. Frames Rule #35: Always frame all of your offers appropriately. Signaling Leverage Rule #36: Confidence is everything; whoever blinks first, loses. Making Concessions Rule #37: Never begin with a major concession. Rule #38: Don’t just concede, try to trade; if you give up something, always try to get something in return. Rule #39: Give the first concession on an unimportant issue, and then get a concession from the other side. Rule #40: Make small concessions and give them slowly.
Rule #28: Get the other side to state what they want at the beginning, and tell them what your issues are. Get everything on the table. Open Open first? Rule #29: Open first to set an anchor, except when you don’t know the other side. Open optimistically or realistically? Rule #30: When in doubt, open optimistically and have room to come down. Rule #31: You never get anything you don’t ask for, so ask for more than you hope to get. Rule #32: When you know the buyers well, open realistically. Also open realistically when you have no leverage, when in a tacit coordination situation, and when people say they will not negotiate and mean it. Rule #33: Get the bad news out of the way early. Rule #34 : Don’t include most of the other side’s requests in your initial offer. Frames Rule #35: Always frame all of your offers appropriately. Signaling Leverage Rule #36: Confidence is everything; whoever blinks first, loses. Making Concessions Rule #37: Never begin with a major concession. Rule #38: Don’t just concede, try to trade; if you give up something, always try to get something in return. Rule #39: Give the first concession on an unimportant issue, and then get a concession from the other side. Rule #40: Make small concessions and give them slowly.
NegotiatingAndClosingOutline2.docx