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Preparation

  • Every negotiation needs a clearly defined objective. Try to formulate a clearly defined landing zone rather than a precise objective. This will allow you to remain flexible at all times during negotiations.
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  • When observing your negotiating partner’s body language, pay attention to the changes rather than their static pose. What are the changes your actions trigger in them?
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  • Knowledge is power – in every negotiation. The more you know about the negotiator across the table, the better. Develop a profile of your negotiating partner ahead of the negotiation.
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  • Preparation is paramount to successful negotiations. Prepare mentally as well as on the content and stratey. Analyze your negotiating parter in detail. Prepare extensively before entering negotiations so you can focus on your negotiating partner during negotiations.
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  • You will negotiate successfully if you are well prepared mentally and content-wise. Analyze your negotiating partner in detail to understand the motives behind their demands.
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  • A list of demands is one of the most important parts of your negotiation strategy. Develop at least ten demands and rank them according to priority.
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  • If you’re dealing with an arrogant negotiating partner, use it to your advantage and support their belief to be something special.
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  • Develop an agenda before entering negotiations. This means you’re in the driver’s seat from the get-go. Never accept the other party’s agenda!
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