Negotiations

Prep

• Approach it as a discovery, not battle.
• The point is winning without fighting
• Define your goals and limits

Communication

• The listener is in charge
• Pause after you talk
• Paraphrase
• Ask open-ended questions, how and what
• Reference another authority

Persuasion

• Attention is fragile so keep it short and sweet, clear and fun
• Emotions make decisions, reason justifies later.
• Arguments dilute each other
• Create a story, appeal to emotion.

Emotions

• Read body language/voice
• Stay calm, the guy is not the problem
• Build rapport, stay constructive
• Label fears, list worst, get no
• Its not about you, they should accept it as their own idea
• Watch for Cognitive Biases, Anchors, Deadlines, Loss aversion

Exit

• Use a summary to trigger “that’s right”
• 65 85 95 100% +20-10-5
• Specific numbers
• Confirm execution with how questions, summaries and labels