Tom Wood reveals how he doubled his income in an hour using negotiation and negotiation expert Roger Dawson reveals the secrets used by Ambassadors and crisis managers.
According to Tom wood there are two things you must remember in negotiation:
1. People give concessions to people they like. A person is more likely to walk away based on their emotion if in a confrontational negotiation.
2. You must be able to walk away from the deal. This gives you a great negotiation advantage.
Make sure everyomne gets something from the deal. Make it win-win.
Roger Dawson points out that the second of three elements in successful negotition is the skilfull use of time pressure. 80% of the concessions will be made in the last 20% of the time available.
Always be sure your time frame is open ended. If it is not do not reveal it to the other parties. If you can sense the other side has a deadline you can exploit this by keeping up the pressure.
The side with the most power can use time pressure. Power is measured by the number of options available. The side with the fewer options should avoid using it.
Unless you are certain of your position it is best to assume a weaker position or, better still, manouver your circimstances so that you do not face time pressure or have an advantage.
The longer a negotiation goes the more people will concede. This can be a two edged sword. As time wears on people are more likely to allow their unconscious mindto convince them they have invested too much time to walk away. If you need to you must be prepared to walk away while using time pressure to get the other party to concede.
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