Most people negotiate instinctively. They rely on their intuition or “gut.” They negotiate in an “off-the-cuff” manner and, while some are better at this than others, the typical result is that money and other important interests are left on the table.
The best negotiators negotiate strategically. They systematically think about which strategies to use, have a framework within which to approach specific negotiations and base their strategies and decisions on not only their own experiences, but on the collective experiences of the best negotiators in the world and on the most up-to-date research.
Here at ExpertNegotiator, our customers use our proprietary Five Golden Rules Method to negotiate more strategically. The Five Golden Rules are:
1. Information is Power – So Get It
2. Maximize Your Leverage
3. Employ “Fair” Objective Criteria
4. Design an Offer-Concession Strategy
5. Control the Agenda
We’ll explore the Five Golden Rules in more detail next week.