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Do's Don't's
Enter with a specific target Yield to pressure
Separate people from problems Be aggressive
Focus on interests Focus on positions
Double check your information during negotiation Feel uncomfortable with uncertainty
Think that perception is more important than reality Imagine that they see you as you as yourself
Try to put yourself in their shoes Focus exclusively on own needs
Trade what's cheap for you Make concessions without gaining anything in return
Be flexible Always negotiate in the same fashion
Have an analytical mind Listen passively
Have patience Be too eager to please
Have more questions than answers Answer every question you are asked
Use objective criteria Turn it into debate

(based on "Getting to Yes" by Roger Fisher & William Ury - connected with the Harvard Negotiation Project)

© Torsten Pagels