Chris Croft
Tips of the Month – Archive

Negotiation Skills Tip 12



Be nice

Decide to do it

Instead of yes or no

The most important thing to prepare

How to practice without risk

Never go beyond your walk away point

Don’t open first

Instead of complaining

The Flinch

Is it OK to lie?

Why you need a good pack of tradeables

Negotiating internally

Reasons for not negotiating are all false

Walking away – really mean it!

Planning your opening offer

Negotiation for internal situations.

Not all negotiation is about "screwing suppliers". Even with external contractors you would ideally look for a win/win, and certainly when negotiating with anyone internally you should try to find a win/win solution.

Remember that by trading things that are easy for you to give (and valuable to them) with things that are easy for them to give, and valuable to you, you can both gain.

Here are the top 6 rules for internal win/win negotiating:

Think carefully about your objective and their objective, and try to really understand their position - find the win/win.

Have a clear walk away point and a Plan B - this will make you stronger and will also prevent you either agreeing to something that's not good for you, or walking away from a deal that you should have taken.

Ask lots of questions and do lots of listening - don't assume you know what they want or what they will settle for.

Open second - ask them what they want and are prepared to give, before saying what you want or are prepared to give. Of course if they have been trained they will be trying to do the same, but this is unlikely, and if it does, then just keep batting it back till they crack - it's a game!

Think about the value to them rather than the cost to you. For example, giving them authority, flexibility, information, or recognition could be easy for you but very valuable to them.

Always trade - never unilaterally concede with "how about if I gave you......". Much better is "If you.... Then I...."

Good luck all,

onwards and upwards


PS - "Gadget Corner": my favourite thing at the moment is that if you want to know what a particular piece of music is, say it's on the radio or on a TV advert, you can just dial 2580 (up the middle of your keys, like 1471 plus one) and point the phone at the music. You then get a text back with the name of the song! Costs 50p, but if they can't tag it you pay nothing. It even recognised the quiet guitar solo in the middle of "Sometime World", track 2 on the brilliant 1973 Wishbone Ash album Argus. Not bad!.

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