To get what you deserve, you'll need to negotiate.
But most people have no clue how to do it.
Negotiation 101, in 23 sentences:
But most people have no clue how to do it.
Negotiation 101, in 23 sentences:
Be soft on the person but hard on the problem. Build arguments with facts instead of your opinions.
The other party is your partner, not your opponent.
Prepare by knowing what you want, and what the other party is aiming for.
Be on the same side of the table, physically and metaphorically. Build trust & psychological safety before going into the content.
Communication is 7% words, 38% tonality & 55% body language. Stand tall, make eye contact, smile, and mimic body language.
The most dangerous negotiation is the one that has started without you knowing it.
Be firm & clear, but kind and authentic. Set the tone, respectfully.
Listen to understand, not to wait for your turn to talk.
Have time on your side: use the clock as leverage and never negotiate against a deadline.
Always have an alternative. Those who are willing to walk away usually win.
Acknowledge and summarize the other party's fears & reservations. Make them feel understood.
Find out what success for the other party looks like, and share what matters for you.
If you know the ballpark, give the first offer and anchor the price.
Get the other party to say no fast and often. Ask if this sounds unreasonable, or if they are against your idea.
Avoid the game of winning & losing. The goal is to find common ground, where everyone feels treated fair.
Honor the other party's feelings & motivations. People are willing to concede, but not lose.
People love to choose: always give the other party options. Make them choose between A & B, not between yes and no.
Create empathy for your situation by asking how you can do X or if they can help you understand X.
Avoid saying no - explain how & why you can't make something work.
Find out what's behind an offer or question. Only answer what they are really after.
Make your move, and shut up. Silence your most powerful tool.
Stop when you have what you want - don't get greedy.
People tend to remember the most recent things the best. Always end a conversation positively.
If you get challenged on price, add more value. Never lower your price.
If you get challenged on price, add more value. Never lower your price.
If you liked that, you'll love what's to come next.
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• Follow @polak_jasper learn to manage work & lead people.
• Retweet this thread to help your followers win negotiations:
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Every Tuesday in my newsletter, we double-click on one idea to help you become a better project manager.
Manage work and lead people.
Join 7,691+ other project leaders today for free!
projectleaders.io
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