The Critical Rules
Rule 1: No free gifts! Seek a trade-off (“OK, if . . .”) for each concession you make.
Rule 2: Start high.
Rule 3: Follow a dramatic initial concession with sharply diminishing concessions.
Rule 4: Krunch early and often.
Rule 5: Never settle issues individually. Settle all issues as a package—only as a package—at the end.
Rule 6: Conclude with a nibble.
Rule 7: Keep looking for creative (high value–low cost) concessions to trade.
7. The Important but Obvious Rules
Rule 8: Do your homework.
Rule 9: Keep the climate positive.
Rule 10: Never assume that an issue is non-negotiable just because the other side says it is. In reality, almost everything is negotiable.
Rule 11: Never accept the other side’s first offer.
8. The Nice to Do Rules
Rule 12: Start slowly.
Rule 13: Set a complete agenda.
Rule 14: Discuss the small things first.
Rule 15: Be patient.
Rule 16: Use/beware the power of legitimacy.
Rule 17: Keep your authority limited. Try to negotiate against people with higher authority.
Rule 18: Consider using good guy–bad guy.
Rule 19: Try to have the other side make the first offer.
Rule 20: Keep your team small and under control.
Rule 21: Try to have the other side travel to you.