Early In The Negotiation

• Focus on influencing them, not being passive and waiting for them to decide. If you want to influence them be clear and consistent. Influencing is like teaching. You are teaching the other group to negotiate. Explicitly talk with the other side about not just substance (making money) but also process (rules of the game.)

• Act with a purpose, don’t react. Most people act without thinking. Decide how you want them to act and what you need to do to encourage that. People’s behavior is not to be predicted, it’s to be affected.

• Small talk before a negotiation is good.

• Be careful what behavior you reward.

• Your first goal in every negotiation should be to find out more.

• Always begin with the frame “Should this deal be made?” not “How should I make this deal?”

Read more:

http://time.com/3051418/negotiation-tactics-the-10-minute-mba-course-on-negotiation/