THE LAWS OF NEGOTIATING
1) NUREMBERG’S LAW:
The aim is to enter into an agreement that satisfies both parties, motivates them to fulfill their agreements and conduct further negotiations in the future.
2) COVEY'S LAW:
You should aim for a win/win solution --- or no deal. In other words, if both sides can't win, forget it.
3) COHEN'S LAW:
Everything is negotiable --- and that means everything.
4) DAWSON'S LAW:
You can always get a better deal if you know how. First, if you want a better deal, ASK FOR IT!, second, always flinch then say “Is that your best price” when a price is quoted.
5) LAW OF FOUR:
Eighty percent of any negotiation will revolve around only four issues, three of which will be secondary.
6) LAW OF TIMING:
Timing is a critical aspect of any negotiation. For example, the more urgent your need is to close a deal, the less effective you'll be.
7) LAW OF TERMS:
Terms of payment can be more important than price or any other factor. You can usually agree to almost any price if you can adjust the terms.
8) LAW OF PREPARATION:
Eighty percent of success is determined by your preparation. Before negotiating, you should get the facts, do your homework and check your assumptions.
9) LAW OF REVERSAL:
Put yourself in the other person's position to prepare effectively. With a good feel for what the other person wants, you can better get what you want.
10) LAW OF POWER:
The person with the greater power, real or imagined, gets the better deal. There are 10 kinds of negotiating power, a very big one is indifference.
11) LAW OF DESIRE:
The one who most wants the negotiation to succeed has the least bargaining power. Bargaining strength comes from your indifference and the other person's desire.
12) LAW OF RECIPROCITY:
People want to pay you back for what you do for them. By making small concessions, you may be able to get large concessions in return.
13) THE WALK-AWAY LAW:
You never know the final price until you get up and walk away. This is the supreme expression of indifference. (see #10)
14) LAW OF FINALITY:
No negotiation is ever final; you can always ask to re-open it. And remember: successful negotiation paves the way for future negotiations.
1) NUREMBERG’S LAW:
The aim is to enter into an agreement that satisfies both parties, motivates them to fulfill their agreements and conduct further negotiations in the future.
2) COVEY'S LAW:
You should aim for a win/win solution --- or no deal. In other words, if both sides can't win, forget it.
3) COHEN'S LAW:
Everything is negotiable --- and that means everything.
4) DAWSON'S LAW:
You can always get a better deal if you know how. First, if you want a better deal, ASK FOR IT!, second, always flinch then say “Is that your best price” when a price is quoted.
5) LAW OF FOUR:
Eighty percent of any negotiation will revolve around only four issues, three of which will be secondary.
6) LAW OF TIMING:
Timing is a critical aspect of any negotiation. For example, the more urgent your need is to close a deal, the less effective you'll be.
7) LAW OF TERMS:
Terms of payment can be more important than price or any other factor. You can usually agree to almost any price if you can adjust the terms.
8) LAW OF PREPARATION:
Eighty percent of success is determined by your preparation. Before negotiating, you should get the facts, do your homework and check your assumptions.
9) LAW OF REVERSAL:
Put yourself in the other person's position to prepare effectively. With a good feel for what the other person wants, you can better get what you want.
10) LAW OF POWER:
The person with the greater power, real or imagined, gets the better deal. There are 10 kinds of negotiating power, a very big one is indifference.
11) LAW OF DESIRE:
The one who most wants the negotiation to succeed has the least bargaining power. Bargaining strength comes from your indifference and the other person's desire.
12) LAW OF RECIPROCITY:
People want to pay you back for what you do for them. By making small concessions, you may be able to get large concessions in return.
13) THE WALK-AWAY LAW:
You never know the final price until you get up and walk away. This is the supreme expression of indifference. (see #10)
14) LAW OF FINALITY:
No negotiation is ever final; you can always ask to re-open it. And remember: successful negotiation paves the way for future negotiations.