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1. Introduction
2. Never jump at the first proposal
3. Ask for more than you expect to get
4. Why you should ask for more than you can get
5. Bracket your objective
6. Flinch at their proposal
7. What they see is critical
8. Play reluctant buyer
9. The Vise Gambit
10. Never offer to split the difference
11. Trading off
12. Be prepared to walk away
13. Positioning for easy acceptance
14. The power negotiator's creed
15. Contact information and thanks

Topics Covered

• Never say yes to the first offer
• Ask for more than you expect to get
• Flinch when the other side asks you for a concession
• Bracketing your objective
• Play reluctant buyer
• Look out for the reluctant seller
• Using the vise gambit
• Never offer to split the difference
• Always ask for a trade off concession
• The number one pressure point in a negotiation
• Give yourself walk-away power by giving yourself options
• How to position for easy acceptance
• The power negotiators creed

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation
• Marketing & Sales

Talk Citation

Publication History

• Published on November 10, 2011