| Alternatives make you stronger |
| Be a great listener – looking for what they really want, what they can give, and their weaknesses |
| Crumble – so you can’t fail to get as deal by negotiating |
| Don’t go beyond your limit |
| Effect on the bottom line – negotiating can have a big effect: 5% can double your profits |
| Flinch |
| it’s a Game – detachment |
| Higher authority – great tactic to use if you’re a buyer |
| Instead of yes or no, negotiating is always an option |
| Justify your opening offer, needs to be done even though it’s probably outrageous |
| Know their weaknesses and focus on them rather than your own |
| List of tradeables – prepare! |
| Move in small steps |
| Nibble – look out for it, and maybe do it, though I don’t like it as a tactic |
| Opening with round numbers |
| Persist one step longer than them: hold your ground, don’t give up |
| Quivering Pen |
| Reluctant buyer / seller – great tactic to use, and also to look out for |
| Salami – taking thin slices on multiple fronts |
| Trade – always trade and always use “if you… then I…” |
| Unilateral conceding is bad!! |
| the Vice |
| Wide opening offer |
| Exchange for a complaint – never just complain, get something back in exchange |
| Yourself – blame it on. Never attack them. |
| Zero to lose by trying – if you don’t ask you don’t get. |
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This is the best list i have ever seen… thanks Chris.