{"id":23165,"date":"2021-01-13T09:29:34","date_gmt":"2021-01-13T13:29:34","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23165"},"modified":"2021-01-17T14:12:34","modified_gmt":"2021-01-17T18:12:34","slug":"negotiation-tips","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/negotiation-tips\/","title":{"rendered":"Negotiation Tips: Set Yourself Up for Success"},"content":{"rendered":"\n

Are you getting ready for an important negotiation? What are some negotiation tips you should know before you face your opponent?<\/p>\n\n\n\n

You need to be prepared before you head into a negotiation, regardless of which type you\u2019re dealing with. You don\u2019t need a script, but you do need to know these negotiation tips.<\/p>\n\n\n\n

Here are some negotiation tips from a former FBI hostage negotiator Chris Voss.<\/p>\n\n\n\n\n\n\n\n

4 Negotiation Tips From a Former FBI Operative<\/h2>\n\n\n\n

Tip 1: Don\u2019t negotiate against yourself by settling in the middle<\/strong>. Shoot for your best-case scenario. This is a good way of using your own loss-aversion instinct to your advantage: you\u2019ll feel like you \u201clost\u201d if you didn\u2019t achieve your best-case. This means you\u2019ll work that much harder to avoid anything less than your optimal outcome. <\/p>\n\n\n\n

Tip 2: Prepare Labels and Accusation Audits<\/strong>. Anticipate how your counterpart feels about the facts you\u2019ve summarized. Use this to form your accusation audit: list every possible accusation you think they could make against you. Then, turn those accusations into labels that identify their feelings, like \u201cIt seems like you value X,\u201d or \u201cIt seems like you\u2019re hesitant to commit to X.\u201d<\/p>\n\n\n\n

Tip 3:<\/strong> Set Your Calibrated Questions in Advance<\/strong>. Figure out what the other party is worried about. Uncover their worldview and blinders that might prevent them from seeing things the way you<\/em> want them to see things.<\/p>\n\n\n\n

Importantly, ask questions that force your counterpart to think about how to solve your <\/em>problems. <\/strong>Questions like, \u201cWhat\u2019s the core issue<\/a>?\u201d \u201cWhat are we trying to accomplish?\u201d and \u201cHow can I meet the conditions you\u2019re asking for?\u201d are all great ways of turning the table. They function both as a \u201cno\u201d without actually saying it, and they force your counterpart to come up with solutions that will help you.<\/p>\n\n\n\n

Your counterpart will be more inclined to implement the solution, because it\u2019s something they arrived at themselves through your calibrated questions. You should have 3-5 calibrated questions ready to go at the outset.<\/p>\n\n\n\n

Tip 4: Overcome Potential Deal-Killers<\/strong>. Ask questions like, \u201cHow does this affect the rest of your team\u201d to identify deal-killers and deal-makers who aren\u2019t in the room. Remember, you need to figure out how the decision actually gets made on the other side. If your counterpart isn\u2019t the person who can really pull the trigger, you need to know that, because it will change how you negotiate with them. Once you know that decisions are being made by committee, you need to recalibrate your questions to figure out what that committee really wants.<\/p>\n\n\n\n

This will help you avoid implementation problems. Your counterpart may not be able to pull it off, even if they agree with you in principle.<\/p>\n","protected":false},"excerpt":{"rendered":"

Are you getting ready for an important negotiation? What are some negotiation tips you should know before you face your opponent? You need to be prepared before you head into a negotiation, regardless of which type you\u2019re dealing with. You don\u2019t need a script, but you do need to know these negotiation tips. Here are some negotiation tips from a former FBI hostage negotiator Chris Voss.<\/p>\n","protected":false},"author":7,"featured_media":23354,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,34],"tags":[185],"class_list":["post-23165","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-communication","tag-never-split-the-difference","","tg-column-two"],"yoast_head":"\nNegotiation Tips: Set Yourself Up for Success - Shortform Books<\/title>\n<meta name=\"description\" content=\"Are you getting ready for an important negotiation? 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