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Printable Handouts
Navigable Slide Index
- Introduction
- Never jump at the first proposal
- Ask for more than you expect to get
- Why you should ask for more than you can get
- Bracket your objective
- Flinch at their proposal
- What they see is critical
- Play reluctant buyer
- The Vise Gambit
- Never offer to split the difference
- Trading off
- Be prepared to walk away
- Positioning for easy acceptance
- The power negotiator's creed
- 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
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Talk Citation
Dawson, R. (2011, November 10). Secrets of power negotiating [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved October 12, 2024, from https://doi.org/10.69645/WOZT5604.Export Citation (RIS)