Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

With the ongoing debt-deal negotiation between President Obama and House Speaker Boehner providing us with an elucidating example of the offer-concession process (check out this handy chart quantifying both sides’ moves via the Washington Post), here are five tips to consider when planning your offer-concession strategy for a negotiation:

1. Expect, plan and insist on reciprocity of movement.

2. Start with the most critical issues on which both sides will likely agree.

3. Consider the value of momentum – the longer the negotiation lasts, the more committed both sides will usually feel.

4. The earlier and more often you raise an issue; the more important it will be perceived.

5. Remain flexible so you can take advantage of new strategically important information and unanticipated opportunities.


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