Negotiation
How to ask for more — and get it (TED)
- Negotiation isn’t a battle; it’s steering.
- You get more by asking questions than arguing. Best question that isn’t a question: “Tell me about…”
- Negotiation starts before the negotiation. Ask yourself how you’ve handled something successfully in the past; this reminds you of a time when you were most powerful.
- Land the plane. (I’ve also heard this as “let it land.”) Don’t fill silence while the other person is thinking.
- Make your adversary your partner.