2. Preparing for a Successful Negotiation
● Know your BATNA (Best Alternative To a Negotiated Agreement)
before you go into a negotiation.
● Focus on Interests not positions.
● Ask open-ended questions and not closed-ended.
● Do not let confrontation take over your need to negotiate.
● Use diagnostic questions and brainstorm to help the negotiation
3. How to Negotiate
● Do not underestimate the power of small talk.
● Be hard on the problem and soft on the people.
● Anchor first and in your favor.
● Walk away from a negotiation if you do not come to a comfortable
agreement.
● Come prepared to the negotiation