Anthony Jacks

The win-win concept

“What if...?” questions; that is a specific aspect of negotiation, the process where adjustments are made by making suggestions that offer new ways of rebalancing matters – “What if ... I do this and you then accept (or do) that?” Complex negotiations involve a good deal of this. “What if ...” questions lead the way to successful trading.

2. Optimise or minimise every concession

Exaggerating, but maintaining credibility. Do not overstate and, if possible, provide evidence. “Well, I could do that but it will involve me in at least twice as much work. I have just been through ...”

Referring to a major problem which your concession will solve. “I suppose, if I was to agree that, it would remove the need for you to ...”

Implying that you are making an exceptional concession. “I would never normally do this, but ...”

Stressing the cost (financial or otherwise) to you: “Well, I suppose I could do that but it will involve me in a lot more work.”

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Senior management and leaders of many kinds must be good negotiators.

In all cases negotiation is the process of bargaining that arranges and agrees the basis on which agreement will be concluded the terms and conditions under which the deal will be struck.

NEGOTIATION: FIRST PRINCIPLES