Tip 22 of the #40to40 series – Resistance points
Day 22 of #40to40 is about RESISTANCE POINTS.
Diving deeper into preparation to determine the point at which you resist doing a deal and walk away. It’s your worst-case scenario.
Entries by Fotini Iconomopoulos
Tip 21 of the #40to40 series – Likeability
Day 21 of #40to40 is about #LIKEABILITY
Too often people try to buy their likeability during the #negotiation. They decide to be generous or make a bad proposal because they’re worried about being perceived as greedy or negative.
Tip 20 of the #40to40 series – Stop apologizing
Day 20 of #40to40! Stop APOLOGIZING!
Are you someone who over-apologizes? Be careful of #apologies when they’re unnecessary.
Tip 19 of the #40to40 series – Summarizing
Day #19 of #40to40 is a build on yesterday. #SUMMARIES are a great way to pres #Pause and give your brain a break while you build trust. “Here’s what we’ve covered so far…” is also a chance to anchor a be point to kick start the #negotiation if it’s been getting heated or stale.
Tip 18 of the #40to40 series – Testing understanding
Day 18 of #40to40 and we’re going back to the findings of the #negotiation expert study that showed that they are TESTING UNDERSTANDING far more frequently than average negotiators.
Tip 17 of the #40to40 series – Attack
Day 17 of #40to40 is about #negotiation defend and attack spirals.
When people are stressed they tend to lash out and either defend themselves or start attacking the other party. The temptation is to mirror them and do the same.
Tip 16 of the #40to40 series – Less is more
Day 16 of #40to40 your #negotiation tip is #LessIsMore!
The words you choose are important. As are the ones you leave out.
Watch out for soft language like “in the range of” or “somewhere around” which could indicate that you’re extra movable.
Tip 15 of the #40to40 series – Conditions
Day 15 (oops) of #40to40 is about #CONDITIONS
Using 4 magic words in a #negotiation you can be perceived as cooperative instead of demanding AND build up their satisfaction.
Tip 14 of the #40to40 series – Options
Day 14 of #40to40 is about #OPTIONS.
In academic terms it’s called Multiple Equivalent Simultaneous Offers. In a nutshell, it’s about giving people options. YOUR options.
Tip 13 of the #40to40 series – Start with why
Day 13 of #40to40 and we’re tapping into the #leadership world to START WITH WHY
@simonsinek ‘s viral #tedtalk taught us that “people don’t buy what you do, they buy why you do it” and this principle rings true at the #negotiation table.