Learning from the following favorite words：
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FOUR VALUE-CREATING MOVES:
- Prepare to create value
- Explore interests and add issues
- Play the What-If Game
- Bring new Parties to the table
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Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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The practice of value creation almost always means playing the What-If Game. Specifically, to test whether a trade genuinely creates value, try it out on the other side.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Value creation can be especially difficult when parties get snagged on an underlying value difference. When this happens, bridge the gap by identifying overarching values that could provide a motivation to work together.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Herr’s another way to probe the same person’s interest: “Other clients have raved about some of our junior people—and we take only the best—assigning them entirely to a single account. This has allowed us to charge a lower hourly rate than usual while giving the client the attention they want. Would you like to talk to some of our clients who have used this approach?
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Note that if your style of listening isn’t listening isn’t sufficiently empathetic, it won’t elicit honest responses. Furthermore, you’ll have to ask a lot of questions to get a cleat picture of someone’s interests. Also, to model the type of response you’re seeking, you must be willing to reveal your own interests.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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When seated at the bargaining table, what’s the best way to uncover your negotiation counterpart’s unspoken interests? Ask questions, then listen carefully to his answers.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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It is important to spend as much time contemplating the other side’s walk-away options and interests as you spend thinking about your own. In addition, be sure you have a mandate from your superiors or partners to explore options for mutual gain.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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When preparing to negotiate, always take time to consider two important questions from your perspective, as well as the of the other side: What is your walk-away opinion, and what , in rank order, are you interests?
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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Most of the time, the agenda in any negotiation can be expanded, and items can be packaged….If the client can’t afford the purchase immediately, but knows that she’ll have the necessary funds in six months, the two sides can reach a value-creating deal by exploiting their differing rankings of the three issues on the table.
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Quote from <Good for you, great for me>
Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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TO GET PAST NIMBYSIM:
- Engage in joint fact-finding, not one-sided”educational ”efforts
- Let all key stakeholders choose a mediator to help manage the consensus-building process
- Promise to compensate potential losers, and hold any adversely affected neighborhoods harmless.
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