Negotiate to win: the 21 rules for successful negotiation

Part One: The world is a big blue bargaining table

Haggling is hot

Trashing the hallowed halls of haggling

Why Johnny and Janey can't negotiate

Concessions speak louder than reasons

Win-win negotiating

Part Two: The 21 rules of negotiating

The critical rules. Rule 1: No free gifts! Seek a trade-off ("OK, if ...") for each concession you make. Rule 2: Start high. Rule 3: Follow a dramatic initial concession with sharply diminishing concessions. Rule 4: Krunch early and often. Rule 5: Never settle issues individually. Settle all issues as a package

-only as a package

-at the end. Rule 6: Conclude with a nibble.

Rule 7: Keep looking for creative (high value-low cost) concessions to trade

The important but obvious rules. Rule 8: Do your homework. Rule 9: Keep the climate positive. Rule 10: Never assume that an issue is non-negotiable just because the other side says it is. In reality, almost everything is negotiable. Rule 11: Never accept the other side's first offer

The nice to do rules. Rule 12: Start slowly. Rule 13: Set a complete agenda. Rule 14: Discuss the small things first. Rule 15: Be patient. Rule 16: Use/beware the power of legitimacy. Rule 17: Keep your authority limited. Try to negotiate against people with higher authority. Rule 18: Consider using good guy

-bad guy. Rule 19: Try to have the other side make the first offer. Rule 20: Keep your team small and under control. Rule 21: Try to have the other side travel to you.

Putting it all together

Part Three: The practice of negotiating

Ethics

International negotiating

Quickies. 1. What if the other side won't negotiate? 2. What if the other side is difficult or sensitive? 3. How do you negotiate with children? 4. How do you negotiate with your boss? 5. How do you negotiate your salary? 6. How do you negotiate your termination and severance? 7. How do you negotiate a house purchase? 8. How do you get the best deal on a car? 9. How do you negotiate with airlines? 10. How do you negotiate with hotels? 11. How do you negotiate with rental car companies? 12. How do you negotiate with retail stores? 13. How do you negotiate with layers? 14. How do you negotiate with doctors? 15. How do you negotiate with contractors? 16. How do you negotiate with auto mechanics?

Concluding thoughts

Thomas's truisms.