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6 negotiation lessons
ReasoningBeginner
Prepare before you negotiate
Identify your interests, feasible alternatives, and the commitments you can make.
QuestioningBeginner
Find out what the other party needs
Ask questions that reveal useful differences in priorities.
Responding to objectionsIntermediate
Respond to an opening offer
Counter with reasons and conditions instead of reacting to price alone.
Strategic judgmentIntermediate
Trade across price, scope, and timing
Construct a package that uses differences in what each party values.
QuestioningAdvanced
Handle pressure without conceding automatically
Distinguish a real constraint from a pressure tactic and choose a response.
PresentationAdvanced
Decide whether to accept, counter, or walk away
Explain a decision using feasible alternatives, risk, and the complete offer.
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