1 - Deadlines produce results
2 - Agent of limited authority
3 - Anchor your range
4 - Double your aspiration
5 - Persist at least 3x
6 - Reinforce your teammates
7 - Remind them you have a choice
8 - Re-open previously agreed issues
9 - Tell 'em what you want and don't want
10 - Devalue their offer
11 - Use good-guy, bad-guy tactic
12 - Put more issues on the table than other side
13 - Prepare 50 issues but realise they might focus on 5-6
14 - What's in it for me WIIFM
15 - Sellers need to sell
16 - Keep it simple stupid KISS
17 - Don't use negative language
18 - Discuss risks
20 - Recap before moving on
21 - Preparation is everything (almost)
22 - Prepare people, process, and content
23 - Establish the range for each issue
24 - Create issues for give and take
25 - Don't talk price until you know the needs and wants of other party
26 - Don't avoid price discussion if other party wants to discuss price
27 - Always link price with package
28 - Don't split the difference - do the math
29 - Ask questions 3x more than other side
30 - Know your profit margin BEFORE you negotiate
31 - Ask counter-party to explain further
32 - Test your assumptions
33 - Offer concessions in small steps
34 - Draft heads of agreement before leaving meeting
35 - Use social proof to add influence
36 - Quote authority to add influence
37 - Use consistency to add influence
38 - Use scarcity to add influence
39 - Bring Ma-Ma to the table
40 - Use magic triangle tactic
41 - Don't assume
43 - Sleep on it before you send
45 - Ask lots of questions about them
46 - Offer to make a concession without stating how much
47 - Introduce people properly at start of meeting
48 - Remind other party of value you bring
49 - Focus on common ground
50 - Create and present multiple offers
51 - Do something for them (reciprocity)
53 - Use motherhood issues for influence
54 - Use the zipper tactic for relationship issues
55 - Body language never stops talking
56 - Under commit and over deliver
57 - Replace BUT with and or a pause
58 - Find compassion for the other side
60 - Prime other party before negotiating
61 - Allocate roles to teammates
62 - Take a time out as needed
64 - Make sure you have a choice
65 - Recognise people value concessions differently
66 - Prepare your concessions
68 - Speak their dialect
