How to Negotiate Like an Expert

How experts negotiate. A classic study on negotiation compared average negotiators with expert negotiators as they worked through labor and contract negotiations. Adam Grant describes the results in his book, Think Again. Since the world of finance is filled with negotiation, I thought these tips should be jammed into a short video.

#negotiation #strategy #business #finance

[jamesticknor]

This video is 100% correct. Something else I'd like to add is to be familiar with the other side's motivations and values. For example, if they don't want to do something you want to do, sometimes it is better to figure out their motivation than argue against it. You may be able to find a solution that cures their worry, but you still get what you want.

As far as knowing their values, I have a great example. I had just finished reading Thank You For Arguing and learned how to use your opponents values against them. My friend was a conservative who said that only states should be able to regulate guns. He was very opposed to federal regulation of guns. Instead of arguing my typical position, I said "But then all of those God fearing, red blooded American conservatives in California would be thrown to the wolves with no federal protection of their Constitutional rights."

He agreed with me and changed his mind. I was stunned-- especially because he was generally inflexible on his positions.

[te]

Interesting idea on asking questions makes someone appear less assertive.

[MGP_]

You dah man bud... excuse my crude package

[SwellOnWheels]

"A weak argument dilutes a strong one"? That makes no sense.
Try: "A simple argument is stronger than a detailed one."