How to negotiate success

Published in Institute of Leadership and Management

David Freedman, Associate Director at Huthwaite International, on how to negotiate effectively.

Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, isn’t any of these. It’s a careful mix of deliberate process and skilful verbal behaviour. Both are rooted in best practice, and both can be learned.

In an article David shares a few quick insights into:

  • preparation and planning before a negotiation
  • power in a negotiation
  • having a fallback position
  • avoiding counter proposals
  • sharing your feeling with the opposite side
  • argument dilution.