Effective Negotiation:11 tips from Todd Camp

on How to Get What You Want

Ordinary negotiation techniques are not giving you desired results? It’s time to try something different.

We met with Todd Camp, Chief Negotiation Officer at Camp Negotiation Institute, to discuss how you can improve your negotiation skills and make more out of negotiating.

Explore these 11 pieces of advice about negotiation. This is what Todd Camp recommends to come to an agreement and get what you really want.

Negotiation = ‘an effort to bring about an agreement between two or more parties

with all parties having a right to veto.’

1.

Use the right to veto.

Saying ‘no’ is what leads to negotiating.It facilitates discussions.

2.

Don’t be obsessed with the win-win approach.

Both parties can win in the long run, but you should not make it a goal.

3.

Thinking about BATNA* makes you focus on your perceived

power and leverage in the negotiations.

This will cause unnecessary fear and anxiety.

*Best Alternative To a Negotiated Agreement

4.

Contrary to popular beliefs, compromise and concessions are not required in negotiations.

5.

Three stages of negotiation:1) Preparation - script how you are

going to communicate to the other parties

2) Execution - negotiate3) Debrief - analyze what you learnt about

the other parties and define what’s missing

6.

When preparing the script, define the mission and

the purpose of the negotiation.

Think of possible challenges,

opportunities, and the next steps.

7.

Don’t skip internal negotiation.

You first need to decide with your team what you want from negotiating with the other

party.

8.

Ask someone to take notes or to record the negotiation

in order to make the debrief easier.

9.

During the debrief session, try to find out the motives and budget

(time, effort, and money) of the other parties.

10.

When dealing with a hard-bargainer:- Don’t let yourself fall into making

compromises. (This is what they expect from you.)

- Try to maintain mutual respect from both sides.

- Ask for negotiating with someone else; someone who might have more interest in coming to an agreement.

11.

More about negotiations and getting what you want

Listen to the full episode here.

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