“Discussion is an exchange of knowledge; an argument an exchange of ignorance.” - Robert Quillen
No matter what industry you're in, or how far you go in your career, the ability to effectively negotiate can make the difference between success and mediocrity. You may have heard me quoted, "Be World Class At ONE Thing, Rather Than Mediocre At Everything!"
Whether it's a multimillion-dollar contract, a job offer, or a luncheon, here are some trenches-tested business negotiation skills that will bring you closer to your ideal outcome:
Know what you want in advance. Don't go to the table without a clear, realistic idea of what you want to achieve. It will help you negotiate with confidence.
Ask for what you want. Don't be afraid to make the first offer. You'll set the tone for the discussion, and studies (and my experience) suggest that the negotiator who goes first usually comes closer to getting what he or she wants. In chess, white moves first and continues the advantage.
Understand what your partner wants. A successful negotiation should satisfy both sides. Instead of trying to crush your competition, find out what he or she hopes to get, and work together toward a solution that works for you both.
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