1.
“Let us never negotiate out of fear. But
let us never fear to negotiate.”
- John F. Kennedy

2.
NEGOTIATION
Learn how to negotiate and
close deals just like the best
trial lawyers in the world.
- Mitch Jackson, Esq.

3.
NEGOTIATION
Negotiation is a continuing problem solving
process. It’s getting people with both
common and conflicting interest to come
together to arrange or adjust their future
relationship by making a joint decision.

4.
NEGOTIATION
Good negotiations allow for beneficial exchanges
and agreements to be made that give added
value to relationships or a particular situation.

5.
NEGOTIATION
George Bernard Shaw once
famously wrote, “The problem
with communication is the
illusion that it has occurred.”

6.
NEGOTIATION
To be an effective negotiator, you must develop
and use people skills. I say this because
effective negotiation involves 20% technical skills
and 80% people skills.

7.
NEGOTIATION
Good negotiators learn how to build rapport and
trust so they are able to connect with others.

8.
NEGOTIATION
Understand that the other person does not really
care how the outcome of the negotiation affects
you. The other person only cares about how it
affects him or her.

9.
NEGOTIATION
Appreciating this critically important fact will put
you light years ahead of everyone else in the
negotiation process.

10.
NEGOTIATION
Be kind to people and hard on issues. Separate
people from the problems and solutions.

11.
NEGOTIATION
Demeanor can get you more than substance.

12.
NEGOTIATION
Negotiate with integrity. Your career will depend
on it.

13.
NEGOTIATION
Don’t burn bridges. This is especially true if there
is a chance you’ll be negotiating with this same
person or company again in the future.

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NEGOTIATION
Before starting, know…
• Your ultimate goal
• What you can waive or modify
• What you can give away without any issues.

15.
NEGOTIATION
Before starting…
•Craft a simple statement you can use to explain the
goal of the negotiations. Something you can use over
and over during the negotiations to refocus the
players.

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NEGOTIATION
Something like, “my client is interested in buying the
house and your clients are interested in selling the
house. What can we do to get this deal done?”

17.
NEGOTIATION
Start your negotiation with a point on which you
both agree.

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NEGOTIATION
Agree on…
• The mutual benefit of having a successful
negotiation (both want a resolution) and
• Things or issues you each have in common.

19.
NEGOTIATION
Get involved - take your time and take notes.
The other side will appreciate you taking the time
to write things down (even if you really don’t
need to).

20.
NEGOTIATION
Treat negotiations like a game. Come across as
caring about the outcome, but not that much.

21.
NEGOTIATION
Control your emotions and appreciate what
the other person is probably going through.
“Emotions are important for the journey… but
I don’t let them drive the car!” - Dondi
Scumaci

22.
NEGOTIATION
Deflect, reflect and then select. Before
responding, learn how to take time and let
something bounce off you, reflect and think
about it, and then select your response.

23.
NEGOTIATION
Tap into the other person’s belief system. In all
negotiations there are generally three truths:
your truth, the other person’s truth, and the
actual truth.

24.
NEGOTIATION
Listen 70% of the time and talk 30% of the time.

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NEGOTIATION
Acknowledge the other person’s ego.

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NEGOTIATION
Set the proper frame. Smile and make a good
first impression. Be honest and real.

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NEGOTIATION
Communicate with tact and empathy. “Tact is
the ability to tell a man he has an open mind
when he has a hole in his head” - Anonymous

28.
NEGOTIATION
Keep the other side talking. Ask open-ended
questions, like “What do you mean by that?”

29.
NEGOTIATION
Two of the best negotiators I’ve ever seen are
dogs and babies. Think about this for a moment.

30.
NEGOTIATION
Understand your strengths and weaknesses and
also the other side’s strengths and weaknesses.

31.
NEGOTIATION
Perception is everything when negotiating.

32.
NEGOTIATION
Share you position via story telling. Remember,
facts tell but stories sell.

33.
NEGOTIATION
Use pictures, graphics and videos to make your
point.

34.
NEGOTIATION
Don’t fall in to the trap of the either/or
dichotomy. It’s never only A or B. There’s
always C, D and E.

35.
NEGOTIATION
Dress and groom yourself appropriately. Be on
time, prepared and remember the 6 p’s:
Prior preparation prevents piss poor performance!

36.
NEGOTIATION
Negotiate in person when possible. Over the
phone is OK. In most instances, avoid
negotiating by email.

37.
NEGOTIATION
Remember that about 70% of all communication
comes from body language, expressions and eye
contact.

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NEGOTIATION
On major issues, never negotiate for yourself.
Use a third party.

39.
NEGOTIATION
Do not include person with authority directly in
the negotiations. Keep option open, “I need to
run that by my partner…”

40.
NEGOTIATION
Along the same lines, do not agree to negotiate
with the other person unless he or she has full
authority.

41.
NEGOTIATION
Never tell the other side they are wrong. Instead
use this, “I know how you feel. I use to feel the
same way. But then I found out about AAA and
now I feel BBB.”

42.
NEGOTIATION
When making offers, use time sensitive deadlines
and mean it.

43.
NEGOTIATION
Always leave a “back door” or “exit strategy” for
the other person. Allow him or her to save face
and avoid embarrassment (especially in front of a
client).

44.
NEGOTIATION
When the time is right, never be afraid to close
the deal. Ask for the sale or ultimate desired
outcome.

45.
NEGOTIATION
Avoid buyer remorse. If documents are
necessary, have them ready to go and don’t
leave until they are signed and all terms are
properly confirmed.

46.
NEGOTIATION
Remember, negotiation is simply a dance. Be
prepared to tango, waltz or hip hop if you have
to.

47.
NEGOTIATION
Contact info:
Law firm: Jacksonandwilson.Com
Communication tips: Mitchjackson.Com
Twitter: @mitchjackson

48.
NEGOTIATION