Negotiations come in all shapes, sizes, and intensities. While bargaining with a spy is very different from negotiating a home purchase or buying a car, many of the core tactics remain the same. Simple to master and easy to remember, these practices will help you get more out of any negotiation.
- Understand that negotiations are rooted in emotional “wants,” not rational “needs.” For example, do you really “need” a 455 HP Corvette? Know what the other party truly wants. What is it that you need? How big is the gap between what you want and what you need?
- Identify the personal and cultural biases and quirks of the other party. Develop a plan to circumvent their biases or exploit weaknesses in their perceptions (for example, you may want to use a female negotiator in a male-dominated industry).
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