Negotiation Skills Snippet 06 – The Power of Silence in Negotiation
Mastering Negotiation Skills series Snippet 06 – The Power of Silence in Negotiation Silence is a powerful tool in negotiation. In Getting to Yes, Fisher and Ury suggest that staying quiet can encourage the other party to reveal more information or reconsider their stance. How to use silence effectively: Pause After Making a Point: Let the […]
Negotiation Skills Snippet 05 – Building Trust in Negotiation
Mastering Negotiation Skills series Snippet 05 – Building Trust in Negotiation Building Trust in Negotiation Trust is the foundation of any successful negotiation. In Getting to Yes, the authors highlight the importance of building trust through transparency and fairness. Tips to build trust: Be Honest About Your Interests: Share what you truly want. Show Respect: Treat […]
Negotiation Skills Snippet 04 – Objective Criteria in Fair Negotiations – Getting past the knots
Mastering Negotiation Skills series Snippet 04 – Objective Criteria in Fair Negotiations – Getting past the knots How do you ensure a negotiation is fair? In Getting to Yes, Fisher and Ury recommend using objective criteria—standards that both parties agree are legitimate. Examples of objective criteria: Market value Industry standards Legal precedents By grounding the negotiation in […]
Negotiation Skills Snippet 03 – The BATNA Principle – Your Secret Weapon in Negotiation
Mastering Negotiation Skills series Snippet 03 – The BATNA Principle – Your Secret Weapon in Negotiation What’s your backup plan if the negotiation fails? In Getting to Yes, Fisher and Ury emphasize the importance of having a BATNA (Best Alternative to a Negotiated Agreement). Why BATNA matters: It gives you confidence and leverage. It helps you avoid […]
Negotiation Skills Snippet 02 – The Importance of Preparation in Negotiation
Mastering Negotiation Skills series Snippet 02 – The Importance of Preparation in Negotiation Preparation is the backbone of successful negotiation. In Getting to Yes, Fisher and Ury emphasize that understanding your interests, the other party’s needs, and potential solutions beforehand can make or break a deal. Key preparation steps: Clarify Your Goals: What do you really […]
Negotiation Skills Snippet 01 – The Role of Leadership in High-Stakes Negotiations
Mastering Negotiation Skills series Snippet 01 – The Role of Leadership in High-Stakes Negotiations Leadership and negotiation go hand in hand. In high-stakes negotiations, leaders must inspire trust, communicate clearly, and make tough decisions. Key leadership traits for negotiation: Vision: Articulate a clear goal for the negotiation. Decisiveness: Make timely decisions without hesitation. Integrity: Build […]
Mastering Negotiation Skills with Getting to Yes – Laying the foundation on the blog series
Mastering Negotiation Skills with Getting to Yes – Laying the foundation on the blog series Introduction to the Authors & Why Their Work Matters Who Are the Authors? Roger Fisher (1922–2012) Harvard Law professor and co-founder of the Harvard Negotiation Project. Pioneered the idea that negotiation should be collaborative, not combative. Key insight: “Separate the people from the […]