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How To Negotiate Like a
Dr. Greg Ketchum, 10/23/04
To arrange or settle
by discussion and mutual agreement.
Knowing how to negotiate is a key skill in
that we all face many “negotiation” situations
on a daily basis whether at work, seeking a
new job or with a mate or children. Ever try
to negotiate with a 5 year old over getting
a new toy? Well while we all may not be great
natural negotiators the good news is that negotiation
is a skill that can be learned by anyone.
First, let me give you some examples of critical
mistakes and key success factors in negotiation.
3 Critical Mistakes
- Treat the other party like the enemy.
- Go for win/lose results.
- Be inflexible in pursuit of your goal.
3 Key Success Factors
- Go for win/win results.
- Put yourself in the other side’s shoes.
- Assume that everything is negotiable.
Shot” Negotiation Tip:
Don’t Let Yourself Be Put on the Defensive.
Some negotiators will try to put you on the
defensive by attacking you or your credibility.
Deflect & keep the focus on the task at
hand. Think Aikido, not Judo.
Here are some action steps to help you negotiate
like a pro.
All Else Fails And You’re Going Around in Circles
- Build Trust Every Step of the Way
Negotiating without some foundation of trust
is a waste of time.
- Don’t Be Afraid to Make the First Offer
Except when the other side has more information
than you on the topic being negotiated.
- Set a Goal, But Have Fall Back Positions
Define your goal, but always have a “bottom
line, fall-back” position ready. Take “baby
- Go for Win/Win
It’s a cliché, but unless both sides walk
away feeling they’ve gotten what they need
you’re agreement won’t stick.
- Break the Spin Cycle
Suggest taking a break and resuming later
at a different time and setting.
- Rip Cord Move
Fake a cough and leave the room to get water
in order to give yourself time to collect
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®2004 All rights reserved. Gregory
A. Ketchum, Ph.D.