Let's Make A Deal

Negotiation, like virtually every aspect of business, is an art. Gerard I. Nierenberg should know: He's the author of 19 books on negotiation and related subjects, including The Art of Negotiating (Simon & Schuster). Here, this master negotiator offers his secrets for striking a deal:

• Use questions to capture the other person's attention.
• Get information (How much will it cost? When will it be delivered?), and give information.
• Start the other person thinking (Is this adequate for your needs?).
• Close the deal (Do you want it delivered Wednesday or Thursday?).
• Don't ask questions based on emotions, such as Don't you think that's a ridiculous amount? Language like this will only put the other person on the defensive.
• Avoid using phrases with hidden meanings, such as Let me be perfectly honest (which implies you've been less than truthful up to that point). Also, listen for such statements from your opposer and try to discern their significance. (Nierenberg uses the term opposer rather than opponent to squelch the negative connotation of opposition.)
• View negotiation as an ongoing process. It's not necessarily over once the deal is signed.
• Keep an open mind.
• Don't try to persuade your opposer that his or her views are wrong and need to be changed.
• Present creative alternatives to meet your opposers' needs. Unless their needs are satisfied, says Nierenberg, you're not going to get your needs satisfied.
• Be cooperative. Cooperation [leads to mutual] problem-solving to achieve harmony, says Nierenberg.
• Be competitive. Healthy competition, says Nierenberg, can eventually encourage both sides to agree.
• Don't try to manipulate or bully your opposer; it's incompatible with the philosophy of negotiation, which is harmonious compromise.

Following this sound advice, Nierenberg says, you should produce "a situation where everybody wins." And isn't that your ultimate goal?

--L.B.