BY MICHAEL ROVNER @ROVNERMICHAEL

Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant

Professor Ginzel's Negotiation Tips:

1. Prepare, prepare, prepare. "Solid preparation is key," says Ginzel. "Identify issues, prioritize interests, and discuss best- and worst-case scenarios. Identify a list of questions to research. Know your BATNA (best alternative to a negotiated agreement), and try to improve it."

2. Focus on interests, not positions. "Build trust, share and assess priorities. Ask lots of questions about interests and listen carefully. Provide information, avoid unilateral concessions, and ask for reciprocity. Use compromise as a last resort, not as a goal."

3. Look for tradeoffs to create value. "Recognize that with many issues, joint gains are possible. Identify them. Differences are a good thing in negotiations. Avoid sequential bargaining and single-issue offers; keep all issues on the table (e.g., packaging) for flexibility."

4. Enlarge the pie before dividing. "While we have a bias toward competition, most negotiations in life are mixed-motive: They involve both competition (value claiming) and cooperation (value creating). Think creatively about putting new issues on the table; add side issues that benefit both parties."

5. Adapt your strategy to your counterpart's style. "Be aware that different problem-solving modes are available to you: competition, collaboration, accommodation, cooperation, compromise, and avoidance. Remember to switch strategies when lacking progress."

6. Practice conditional cooperation. "Be nice (don't be the first to defect). Be provokable (reciprocate defection). Be forgiving (reciprocate cooperation). Don't be envious (don't compare your success relative to other players). Be clear (don't be too clever)."

What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

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