Learning from the following favorite words：
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Unless you hold potential losers harmless, they will oppose anything that is likely to hurt them. Trying to get them to support the project by telling them that the gains to everyone else outweigh whatever losses they might experience is crazy.
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Learning from the following favorite words：
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When the other side is more powerful:
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Learning from the following favorite words：
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As the weaker party in a negotiation, you can increase your leverage by forming strategic alliances that undercut your stronger opponent’s ability to generate a better offer that excludes you. In the language of negotiation, your goal should be not only improve your own walk-way option but also to reduce the 900-pound gorilla’s walk-away by co-opting the competition.
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Learning from the following favorite words：
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When a stronger party is taking a tough financial stance, it’s easy to believe that the negotiation is entirely about price. The fact is, nonmonetary considerations are often more important to one or both negotiating partners than you might expect.
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Learning from the following favorite words：
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How can you generate an elegant solution in your negotiations with a stronger partner? First, to improve your walk-away, think about altering your own business strategy. Specifically, look for low-cost ways to generate greater returns under your current contract.
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Learning from the following favorite words：
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In mangy negotiations ,the parties at the table represent large constituencies. Whether the negotiators are corporate employees or neighborhood activists, it’s unreasonable to expect them to communicate the results of sophisticated technical analysis to their constituents without help.
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Learning from the following favorite words：
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When confronted with an unattractive offer from a powerful competitor, the best way to alter the balance of power may be to seek an elegant solution. An elegant solution often exports the underused resources of one negotiating partner for the benefit of both. Such a solution may require a substantial investment of time, money, and effort- and it doesn’t emerge on its own.
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Learning from the following favorite words：
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You can’t win at win-win negotiation until you find your way into the trading zone. A joint fact-finding process can help you get there….Use the results of joint fact-finding to get your counterparts to go to their back table and force a reconsideration of their interests.
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Learning from the following favorite words：
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The advisers’ initial findings are likely to trigger a set of second-order questions, and the parties shouldn’t hesitate to send the analysts back to work. Although repeated face-to-face exchanges will be limited by time and money, a collective examination of a range of what-if scenarios is crucial to finding the trading zone.
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Vivian chih’s sharing of negotiation skill
Learning from the following favorite words：
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It’s important that the parties engage in a face-to-face exchange to consider what their advisers have produced. Advisers can present various courses of action, highlighting the probable gains and losses associated with each, but decisions should be made by the parties.
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