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Negotiating Secrets The experts tell all! David Brown Table of Contents
Skilful negotiating will improve your life
1.1 Be clear what negotiating is
1.2 Consider alternatives to negotiating
1.3 Decide if negotiating is your best bet
1.4 Know who you are dealing with
1.6 Learn to deal with different cultures
2.2 Anticipate the other party’s approach
2.3 Use a framework to guide you
2.4 Decide on the most important issues
Discuss your respective positions
3.1 Let both parties set the scene
3.2 Understand the other party’s viewpoint
3.3 Clearly state your opening position
3.7 Use numbers that suit your case
3.8 Consider cost, price and value
3.9 Summarize before any proposal
4.1 Packages must be easy to understand
4.2 Let them offer the first package
4.3 Make your first package challenging but credible
4.4 Be confident with your opening package
4.7 Give the other party a choice
4.8 Show that you are flexible
5.2 “If” is the biggest word in negotiating
5.3 If you concede, attach a condition
5.4 Make your first concession small
5.5 Make concessions work for you
5.6 Focus on solutions not problems
5.7 Always secure a counter-proposal
5.9 Constantly compare your objectives
6.1 Invent options for mutual gain
6.2 Link all your issues in the final package
6.3 Try not to say “take it or leave it”
6.4 Hold your nerve and know when to close
6.6 Fully agree what’s been agreed
