10 lessons i learnt about negotiation

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10 lessons i learnt about negotiation

  1. 1. 10 Lessons I Learnt about Negotiation JayWSalon, Feb 2013, Stanford GSB
  2. 2. #1: Know the Real Cost of Not Negotiating
  3. 3. #2: Rules? Says Who?
  4. 4. Negotiation Process whereby two or more parties decide what to give and take in their relationship, and through a process of mutual influence, to a common course of action.
  5. 5. #3: Prepare, Prepare, & Prepare
  6. 6. #3: Prepare, Prepare, & Prepare Self Interests Issues Alternatives Reservation Price Aspiration Price Sources of Power Opening Move Opponent
  7. 7. #4: Interests, NOT Positions!
  8. 8. #5: Not Always a “Fixed Pie”!
  9. 9. #6: Bring More Value on the Table
  10. 10. #7: Maybe Yes, Maybe No
  11. 11. #8: Don’t Underestimate Your Power!
  12. 12. #9: Aim HIGH!
  13. 13. #10: Be Fair or Rational?

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