Negotiations

1. No prep, no win
2. Approach it as a discovery, not battle, the point is winning without fighting
3. Define your goals and limits
4. The listener is in charge
5. Empathy
6. Critical thinking
7. Build rapport, stay positive and constructive
8. Pay attention to body langauge, voice, and little nuances
9. Clear the barriers first, label fears, list the worst, get a no
10. Pause after you talk
11. Paraphrase to make people feel understood and appreciated
12. Its not about you, they should accept it as their own idea
13. Use a summary to trigger that’s right
14. Ask open-ended questions, how and what
15. A different authority, another stake-holder
16. Cognitive Biases, Anchors, Deadlines, Loss aversion
17. Anger does not help, the guy is not the problem
18. Arguments dilute each other
19. 65 85 95 100% +20-10-5
20. Specific numbers
21. Confirm execution with how questions, summaries and labels

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• Persuasion