Yanda's Negotiation Cheat Sheet

What about this is important to you? How can I help to make this better for us? How would you like me to proceed? What is it that brought us into this situation? How can we solve this problem? What’s the objective? / What are we trying to accomplish here? How am I supposed to do that?

That’s why I tell my students that, if you’re trying to sell something, don’t start with “Do you have a few minutes to talk?” Instead ask, “Is now a bad time to talk?” Either you get “Yes, it is a bad time” followed by a good time or a request to go away, or you get “No, it’s not” and total focus.

Set your target price (your goal). 2. Set your first offer at 65 percent of your target price. 3. Calculate three raises of decreasing increments (to 85, 95, and 100 percent). 4. Use lots of empathy and different ways of saying “No” to get the other side to counter before you increase your offer. 5. When calculating the final amount, use precise, n