The Big Idea
Negotiating is an important skill we use everyday whether for business, political, or personal purposes.
This practical guide is based on more than 20 years’ experience in real life situations, as shared by one of New York’s toughest union leaders.
Introduction
Key ideas:
Are you up for it? Everyone is involved in a negotiation at some time, but that doesn’t make you a negotiator. No one who is uncomfortable taking on that responsibility should negotiate. Participation is important, but you may be better suited to advising the chief negotiator rather than doing the actual job of closing the deal.
Different people and problems require different approaches to
negotiating.
Negotiations can be long and bloody and still produce a positive outcome.
The role you play depends on your talents and abilities, and the size of your ego.
Part One: The Basics of Negotiating
Chapter One
Evaluating Yourself as a Negotiator
Know Yourself
Take an objective view of your limitations, strengths, and prejudices.
The major characteristics of a good negotiator are the ff:
Authority
Based on an individual’s position, intelligence, reputation, or personality/attitude. A person with a lack of authority cannot be a good negotiator. Having authority gives you the ability to manipulate a situation or play it softer than usual.
In formal negotiations, a chief negotiator who feels everybody isn’t on board will call a caucus.
In negotiations involving family and friends, concerns must be put on the table prior to negotiations.
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