UNIVERSIDAD POLITÉCNICA DE MADRID ESCUELA TÉCNICA SUPERIOR DE ARQUITECTURA
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federico soriano Textos 2014-2015
19 Tips for Negotiating IVANKA TRUMP The Trump Card, Touchstone, 2010.
1. Know what you want. It’s the number one rule going into any negotiation. People who start in on a series of discussions and figure their objectives will become clear to them in time will allow the other party to define their goals, instead of the other way around. State your needs right away. The longer you wait to show your hand, the fewer cards you’ll have to play. 2. Think up options. Anticipate why and how the other party will resist your demands and prepare acceptable alternatives beforehand. That way you’ll be prepared to make suggestions you’ve thought out before the negotiation takes place. This is to say BE FLEXIBLE! Sometimes the most creative ideas come from negotiation solutions. 3. Avoid arguing. State the disagreements between the negotiating parties assertively, but don’t waste time trying to prove the other wrong. Don’t take things personally. Remain emotionally in control. Remember negotiating is about reaching a solution, not the struggle that takes you there. 4. Be aware of your physical appearance. Size matters. Height, stature, how you carry yourself– they all come into play in a negotiation. A show of strength will be interpreted as... well, strength.
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5. Try to read the people across the table from you. Put yourself in their shoes. Think about what makes sense for them in this deal. Think about the points they might be unwilling to concede– and why. Learn what they’re really looking to get out of the deal, not just what they’re telling you. Remember that a deal is a win-win for both parties. 6. Focus on the other party’s pressure. Worry less about your own need to make a deal and more about the other side’s. Look for ways to use the pressure they’re under to your advantage. 7. Give to get. Don’t give away anything without getting something in return. Make sure your concessions are acknowledged. Even if they’re relatively small. It’ll help your case later on if the other guys feel as if they’ve won a point or two. 8. Remember timing is everything. Recognize the good and bad times to negotiate. Don’t rush things unnecessarily; patience is a virtue. On the flip side, don’t let things drag on for too long or both parties will begin to lose enthusiasm in the deal. 9. Don’t be afraid to walk away. Let it be known that you’re perfectly willing to let a deal go if you can’t make it work. If the other guy thinks you’re forced by circumstances to do a deal, he’ll have an advantage.
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