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Control The Negotiation.(LEADERS & SUCCESS)(IBD'S 10 SECRETS TO SUCCESS)
Byline: Cord Cooper
Second Of Two Parts
1 If your opponent limits the agenda when negotiating, figure out what he has to gain. Chances are he's controlling the scope so he can control the outcome.
If you lose your grip on the agenda, you've lost everything, Leonard Koren and Peter Goodman assert in "Seal the Deal."
In the words of another famed negotiator: "Trust, but verify." Double-check claims against established benchmarks.
When cutting a deal, cut to the chase:
** Stress objective criteria. If the other side is much stronger than you, underscore facts, figures and accepted precedent, Koren and Goodman advise. No matter how powerful opponents are, they'll find it harder to argue with cold figures.
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