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Effective Negotiation Strategies Guide

The document outlines the key steps and tips in the negotiating process as presented by Chris Croft. It emphasizes the importance of preparation, understanding the other party's perspective, and strategic communication during negotiations. Key strategies include setting a walkaway point, asking questions, and avoiding unilateral concessions.

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Adam Ong
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18 views1 page

Effective Negotiation Strategies Guide

The document outlines the key steps and tips in the negotiating process as presented by Chris Croft. It emphasizes the importance of preparation, understanding the other party's perspective, and strategic communication during negotiations. Key strategies include setting a walkaway point, asking questions, and avoiding unilateral concessions.

Uploaded by

Adam Ong
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Summary of the Negotiating Process

with Chris Croft

Summary of the Negotiating Process

Negotiation Steps Negotiation Tips

Deciding Conquer fear and pride: You won’t fail to get the deal –
to negotiate “It’s only a game.” you can always crumble.

Preparing Set your See their weak viewpoint.


walkaway point.

Preamble Try not to open first. Ask questions and listen:


Find their needs and weaknesses.

Opening Just beyond your best hope for Don’t open with a round number.
a deal

Bargaining Move in small steps. “If you … then I …”


don’t use unilateral concessions.

Closing Split the difference? “No.” The Nibble – “no.”

Summary of the Negotiating Process with Chris Croft

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