Different Rules For Better Negotiation (Part 2)

You ask for it, you may get it. 

There is one principle of negotiating, which is: “Go high, or go home.” As part of your preparation, define your most justifiable price. Don’t be afraid to aim high once you could argue convincingly. But make sure you don't add any silly requirements, please. Take-it-or-leave-it suggestions are usually out of place.

Compromise is anticipated. 

Compromise is a basic process in a negotiation where both sides let go of something that they want in order to get something else they want more. In those situations, neither side gets all of what they really want, but they each grant permissions in order to reach an agreement that could satisfy both. You really should anticipate making concessions and plans of what they might be.


Commitment is the glue that keeps deals from unraveling. It is an important element of negotiation. Expert negotiators focus intently on what they are being locked into, when the tie takes hold of them, and how tightly it is. You offering this comfort level to others is highly recommended.

Stick to your strategy. 

As a project manager, you likely have a set of guiding policies and values that you just won’t compromise. If you find negotiations crossing your boundaries, it might be a deal you can live without. Stating your principles, watching for clues like body language and speech patterns; also, be clear with your unwillingness to stay under their requirements and make them wonder if you will be back. 

Close with a confirmation. 

At the close of any meeting, there should be a recap covering the points and any areas of agreement. Make sure that you get the approval of everyone. Follow-up with appropriate letters or emails. Do not leave behind loose ends, since negotiation should be designed to set up not only your next move but your subsequent moves down the process.

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