MANAGEMENT: Negotiating checklist

People negotiate every day of their life, even without knowing. Having some basic negotiating skills mastered will help you day to day and also with bigger events.


* Build trust between the parties
* Establish the rules of engagement
* Establish common goals
* Realize it is not a zero sum game, everyone can win
* Accept only creative outcomes
* Understand cultures, especially your own
* Gather intelligence
* Design the information flow and process of meetings
* Invest in personal relationships
* Persuade with questions. Seek information and understanding
* Make no concessions until the end
* Never give up something unless you get something
* Use techniques of creativity
* Continue creativity after negotiations

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