Ben Meer

Ben Meer



You don't get what you deserve. You get what you negotiate. 9 tips to master negotiation (in business and life):

Negotiation is one of the highest ROI skills. You will: • Earn more (job salary, client deals) • Save more (home or car purchases) • Win more (controlling the TV remote) 9 powerful tips, here we go...

1. Hone Your Body Language (7-38-55 Rule) People will like/dislike your communication based on: • 7% words • 38% tonality and face • 55% body language Stand up straight, pull your shoulders back, make eye contact, smile, give a firm handshake... You will be dangerous.

2. Use the Word “Fair” “The most powerful word in negotiations is ‘Fair.’ Say: ‘I want you to feel like you are being treated fairly at all times. So please stop me at any time if I’m being unfair, and we’ll address it.’” —Chris Voss Show them respect, set the tone.

3. Prepare: Know Your BATNA BATNA is your “Best Alternative to a Negotiated Agreement.” In other words, what will you do if there’s no deal? Identify a strong BATNA beforehand, And you’ll have the confidence to walk away.

4. Make the First Offer Old-school advice says to wait for them to reveal the first number (so you don't short-change yourself). New studies show its often better to go first, due to a powerful “anchoring effect”...

Rule of thumb: If you know the bargaining range, Go first at an extreme high (or low). You’ll anchor the negotiation to that number.

5. Ask Open-Ended Questions Understanding the other side’s needs is crucial. Never Assume! Ask questions to uncover creative solutions. Use ‘What’ & 'How' Q's: • What about this is important to you? • What about this doesn’t work for you? • How will we know we’re on track?

6. Sidestep Killer Questions Avoid weak positions resulting from tough questions. Killer Questions: • How much are you currently making? • How much do you expect to make? Sidesteps: • I have a rule not to discuss that. • I’d like to know the salary bands for this role.

7. Be Soft on Person, Hard on Problem Always treat your counterpart with dignity. If there’s a problem, focus on the facts. Facts are more persuasive and less controversial. Don’t say: “This is a cheap company.” Say: “Comparable industry roles pay [x].”

8. Vocalize Potential Losses From No Deal Use this formula to heighten emotions and motivate: If we agree (list their benefits), If we disagree (relist benefits as LOST, plus other pain points). Loss Aversion says, people go to extreme lengths to avoid *perceived* losses.

9. End Positive (Oprah Rule) Recency Bias describes our tendency to emphasize whatever occurred LAST. In negotiation don’t take cheap shots, complain, or try to get more leverage at the end. Oprah is a famous negotiator who makes her last touchpoint a positive one...

“Say something both indisputably positive and indisputably true at the end: ‘I’d love for us to be able to work this out productively so we can have a long and prosperous relationship.’” —Chris Voss

Want to dive deeper into negotiation? 3 books I recommend: • Great Courses: The Art of Negotiating the Best Deal (Audible) by Seth Freeman • You Don't Get What You Deserve, You Get What You Negotiate by Chester Louis Karrass • Never Split the Difference by Chris Voss

TL;DR Negotiation Tips 1. Hone Your Body Language 2. Use the Word 'Fair' 3. Prepare: Know Your BATNA 4. Make the First Offer 5. Ask Open-Ended Questions 6. Sidestep Killer Questions 7. Be Soft on Person, Hard on Problem 8. Vocalize Potential Losses 9. End Positive (Oprah Rule)

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