Jun 3, 2023

Negotiation Fundamentals in 23 Sentences

Learn the fundamentals of negotiation in 23 sentences. Find out how to be soft on the person but hard on the problem, how to build arguments with facts, and how to communicate effectively.

BUSINESS COMMUNICATION

Jasper Polak

Founder of https://t.co/Cf21RV15S3 - exploring & sharing how you can become a smarter project manager | COO & Operations Coach

Member of Business & Startups

You don't get what you deserve. You get what you negotiate.

But most people have no clue how to do it.

Negotiation fundamentals in 23 sentences:
— Jasper Polak (@polak_jasper) June 3, 2023
Be soft on the person but hard on the problem. Build arguments with facts instead of your opinions.
— Jasper Polak (@polak_jasper) June 3, 2023
Communication is 7% words, 38% tonality & 55% body language. Stand tall, make eye contact, smile, and mimic body language.
— Jasper Polak (@polak_jasper) June 3, 2023
The other party is your partner, not your opponent.
— Jasper Polak (@polak_jasper) June 3, 2023
Prepare by knowing what you want, and what the other party is aiming for.
— Jasper Polak (@polak_jasper) June 3, 2023
Be on the same side of the table, physically and metaphorically. Build trust & psychological safety before going into the content.
— Jasper Polak (@polak_jasper) June 3, 2023
Be firm & clear, but kind and authentic. Set the tone, respectfully.
— Jasper Polak (@polak_jasper) June 3, 2023
Listen to understand, not to wait for your turn to talk.
— Jasper Polak (@polak_jasper) June 3, 2023
Have time on your side: use the clock as leverage and never negotiate against a deadline.
— Jasper Polak (@polak_jasper) June 3, 2023
Always have an alternative. Those who are willing to walk away usually win.
— Jasper Polak (@polak_jasper) June 3, 2023
Acknowledge and summarize the other party's fears & reservations. Make them feel understood.
— Jasper Polak (@polak_jasper) June 3, 2023
Find out what success for the other party looks like, and share what matters for you.
— Jasper Polak (@polak_jasper) June 3, 2023
If you know the ballpark, give the first offer and anchor the price.
— Jasper Polak (@polak_jasper) June 3, 2023
Get the other party to say no fast and often. Ask if this sounds unreasonable, or if they are against your idea.
— Jasper Polak (@polak_jasper) June 3, 2023
Avoid the game of winning & losing. The goal is to find common ground, where everyone feels treated fair.
— Jasper Polak (@polak_jasper) June 3, 2023
Honor the other party's feelings & motivations. People are willing to concede, but not lose.
— Jasper Polak (@polak_jasper) June 3, 2023
People love to choose: always give the other party options. Make them choose between A & B, not between yes and no.
— Jasper Polak (@polak_jasper) June 3, 2023
Create empathy for your situation by asking how you can do X or if they can help you understand X.
— Jasper Polak (@polak_jasper) June 3, 2023
Avoid saying no - explain how & why you can't make something work.
— Jasper Polak (@polak_jasper) June 3, 2023
Find out what's behind an offer or question. Only answer what they are really after.
— Jasper Polak (@polak_jasper) June 3, 2023
People tend to remember the most recent things the best. Always end a conversation positively.
— Jasper Polak (@polak_jasper) June 3, 2023
Stop when you have what you want - don't get greedy.
— Jasper Polak (@polak_jasper) June 3, 2023
If you get challenged on price, add more value. Never lower your price.
— Jasper Polak (@polak_jasper) June 3, 2023
Make your move, and shut up. Silence your most powerful tool.
— Jasper Polak (@polak_jasper) June 3, 2023
The most dangerous negotiation is the one that has started without you knowing it.
— Jasper Polak (@polak_jasper) June 3, 2023
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— Jasper Polak (@polak_jasper) June 3, 2023