These quotes are protected under copyright law ©2004 J.F. Hennig Associates, Inc. but may be quoted when properly attributed to Jim Hennig, Ph. D, with this web site address: www.jimhennig.com

Successful negotiators have formed the habit of doing those things unsuccessful negotiators dislike doing and will not do.

Negotiation is like an athletic contest; Momentum is paramount!!

Do not make a counter-offer to an unrealistic offer.

Selecting the appropriate negotiation strategy depends on three factors:
1. Timing (the party with the least time pressure wins)
2. Risk (often the most powerful strategies carry the greatest risk)
3. Needs (negotiation and personal) of all parties

When a negotiation stalls…CHANGE something:
· The Location
· The Timetable
· The Specifications
· The Shape of the Money
· The Negotiator or a Team Member

When you make concessions, make them:
Small,
Slowly, and
Progressively Smaller

The strongest counter to the "Good Guy/Bad Guy"
strategy is to point out it's use to the other team.

When all else fails, the "Humble and Helpless" strategy often provides the best outcome.

Don't make the first concession on a major item.

Nothing moves a stalled negotiation like a little appropriate humor!

Rarely accept the first offer. Most negotiators will concede something!

Look for things to concede that have low value to you but high value to the other party...
Look for things to ask for that have high value to you but low value to the other party.

Great negotiators always find a way to help the other party "save face."

FEELINGS are FACTS!
Treat them accordingly.
Then move on with the negotiation.

Negotiations Power Question;
"Do I know everything I should in this matter?"

FORBEARANCE is one of the strongest negotiation strategies.
The party with no deadlines has a tremendous advantage.

Great negotiators know when to call in "the expert."

Do not underestimate the power of SILENCE in a negotiation.
Silence is a great tool of the skilled negotiator.

When the relationship is very strong, details rarely get in the way.

Give yourself room to make concessions...
Opening offers (or positions) are a very decision in negotiating.

One of the best answers to a question in a negotiation is to ask a question:
Why do you ask?
How would you like me to answer that?
I don't understand?
HUH?

Ask to have an offer repeated. Often it will change for the better.

When asked for a concession ask,
"In addition to that is there anything else that we need to discuss before we…?

Knowing the counters to every strategy is as important as knowing the strategy itself-
You may not use every strategy in a given year,
but I can assure you that every strategy will be used on you.

Rarely issue an ultimatum…it backs either you or the other party into a difficult corner.

Do not assume you know what the other party wants for a concession-ASK!
More is given away in most negotiations than need be.

Good team negotiators assign different people different tasks based on the individual strengths of the team members.

In a negotiation, never assume "their problem" is "their problem….
It may become YOUR problem!

Never offer to split the difference…try to draw that offer out of the other party.

Most negotiations are not "fixed pies."
Great negotiators look for ways to expand the pie, making a better deal for all parties.

Asking to have a question repeated will often change the question.
When negotiating on the phone, use body language to emphasis the message:
· Stand, move, and gesture to bring more power to your voice
· Relax in the most comfortable chair if you want to appear relaxed
· Smile if you want to appear happy

The APPARENT WALKOUT has all the power of the WALKOUT without the risk…
Just make sure your re-entry plan after a walkout is logical and natural. Come back for the right reasons.

When you can't get agreement on the issues, get agreement in principle;
Any agreement builds momentum.

Knowing the other parties needs and wants as well as you know your own.

Rarely respond to a hostile remark with a hostile remark.

Interact with the other party in a negotiation as if the relationship will last forever.
It probably won't, but your relationship and outcome will improve!

At an impasse, sharing otherwise confidential information may help.

Use whatever power you have in a negotiation to build the relationship.

If a negotiation stalls, introduce another issue.

Don't jump to conclusions.
It's a common mistake to think you know what the other party is looking for.
Ask more questions, get more answers…Knowledge is power!

Great negotiators always have something in reserve to sweeten the deal.
When the deal is close, the sweetener can make the difference.

Never enter a negotiation without having determined your
BATNA (best alternative to negotiated agreement).

Know as much about the other parties BATNA (best alternative to negotiated agreement) as you do about your own.

In most negotiations you can get a small item thrown in if you ask for it
at the time you offer to close the deal (THE NIBBLE).

The counter to THE NIBBLE is realizing the small item requested is probably not necessary to close the deal (if it is a true nibble). Hold firm,
negotiate (reduce) the size of the nibble, or counteroffer.

Great negotiators see themselves as great negotiators.

LOWBALLING/HIGHBALLING is the most effective and least effective strategy;
Most effective-when backed up by facts, figures, or logic…
Least effective-when they know you are using it as a strategy.

GOOD GUY/BAD GUY works when the roles are natural;
GOOD BUY/BAD GUY doesn't work when they know what you are doing.

GREAT negotiators:
ASK more and better questions…
LISTEN intently to the answers…
FIND AND SATISFY NEEDS!

Negotiation Quotes by Others

We have two ears and one tongue in order that we may hear more and speak less.
~ Diogenes

Let us never negotiate out of fear, but let us never fear to negotiate.
~ John F. Kennedy

No one can make you feel inferior without your consent.
~ Eleanor Roosevelt

Judge a man by his questions rather than by his answers.
~ Voltaire

Always get to know the other party. Never negotiate with a stranger.
~ Somers White

If I listen, I have the advantage; if I speak, others have it.
~ From The Arabic

You will never make more money than when you are negotiating.
~ Roger Dawson

Have more than thou showest, Speak less than thou knowest.
~ Shakespeare

Always anticipate that the other side will use surprise as a tactic. You will come across as cool and collected no matter what happens.
~ Jack Pachuta

As a rule, anything that is either shouted or whispered isn't worth listening to.
~ Frederick Langbidge

Remember not only to say the right thing at the right time in the right place, but far more difficult still, to leave unsaid the wrong thing at the wrong moment.
~ Benjamin Franklin

Negotiations between conflicting parties is like crossing a river by walking on slippery rocks...it's risky, but it's the only way to get across.
~ Hubert Humphrey

You and I have a conflict of needs. I respect your needs, but I must respect my own, too. I will not use my power over you so I win and you lose, but I cannot give in and let you win at the expense of my losing. So, let's agree to search together for a solution that would satisfy your needs and also satisfy mine, so no one loses.
~ Thomas Gordon

Life cannot subsist in society but by reciprocal concessions.
~ Letter to Boswell, 1776

All government--indeed, every human benefit and enjoyment, every virtue and every prudent act--is founded on compromise and barter.
~ Edmunt Burke, "Speech on Conciliation with America," March 22, 1775

A lean compromise is better than a fat lawsuit.
~ George Herbert, Jacula Prudentium, 1640

We often repent of what we have said, but never, never of that which we have not.
~ Thomas Jefferson, "Writings" (c1800)

Mutual content is like a river which must have its banks on either side.
~ Alain Le Sage, Gil Blas (1713-35)

The great thing, then, in all education is to make our nervous system our ally instead of our enemy.
~ William James, 1914

To every thing there is a season...a time to keep silence, a time to speak.
~ Ecclesiastes 3:1,7