Here are seven principles for negotiating from “Shake Hands with the Devil” by Frank L. Acuff
  1. Do your homework.
    • in order not to be blindsided, learn about the people, the organisation, identify all the issues and identify settlement ranges for each
  2. Help others get what they want (go for win-win).
  3. Go for it and let them beat you down.
    • You get more if you ask for more
  4. Confront the issues most important to you in an agreeable way.
      To disagree agreeably:
    • Pick the right time
    • Confront in private
    • Describe the unwanted behaviour without being judgemental
    • Use an “I” message; instead of “you are interrupting me” say “I am having trouble finishing my sentences”
    • Let the other side respond without interruption
    • Listen with your eyes and your ears.
    • Try to understand the other person’s point of view
    • Acknowledge the other side’s concerns
    • Listen as though you care (to do this you actually have to care)
    • Test for understanding
    • Find something to agree with
    • Nod your head affirmatively
    • THEN – disagree if you want to
  5. Use the rules of persuasion.
    • Use emotion to open the mind of the other side e.g. “with this merger we are going to have a whole lot of very picky people looking at our processes, results and costs – with microscopes”
    • Then use logic to justify your claim (use as few arguments as necessary)
    • Then focus on the other person’s interests, their “What’s In It For Me”
  6. Build Trust at any cost.
    • Trust is critical – once lost we may never get it back
  7. Make persistence and patience an obsession.
    • Sometimes, time is all we have – or at least all we want the other party to believe we have