Discuss the following questions:
What is a ‘negotiation’?
How would you judge the success of a negotiation?
What makes a good negotiation?
Have you ever been involved in formal and informal negotiations? Describe you experiences.
B
Quotations on negotiations
Give your comments on the quotations below.
In business, you don't get what you deserve, you get what you negotiate.
My father said: "You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals.
When a man says that he approves something in principal, it means he hasn’t the slightest intention of putting it in practice.
He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.
Negotiating means getting the best of your opponent.
If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.
Let us never negotiate out of fear. But let us never fear to negotiate.
If you don’t get what you want, it’s a sign either that you did not seriously want it, or that you tried to bargain over the price.
If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.
The first thing you have to do, whether you are the buyer or the seller, is to find out what the other party’s budget is. If you are buying, your offer should be ridiculously low so you have room to go up. If you are selling, start ridiculously high so you can come down.
Make every bargain clear and plain, that none may afterwards complain.
Don’t ever slam a door. You might want to go back in.
C
How to be a good negotiator?
Agree or disagree with the following statements:
try to get on well with your opposite number
use emphatic language
show respect for your opposite number
make suggestions to resolve disagreement
have clear objectives
be determined to win
say “I don’t understand”, if that is the case
listen carefully
always compromise
discuss areas of conflict
D
Look at the cartoon and think about these questions.
How could the negotiation have been more successful?
How would a sales representative need to prepare for a negotiation in which he planned to ask for a pay rise?
What would the sales manager need to think about?
E
Which of the following do you think are good negotiating principles? Discuss your answers with a partner.
Show generosity. It’s a sign of strength..
Ask for information.
Be prepared to negotiate everything, as everything is negotiable.
Never accept the first offer.
Use any means you can to obtain what you want.
Begin a negotiation by asking for more than you expect to get.
Jump at every opportunity.
Know what your offer is worth.
Never sell for less than your offer is worth.
Answer the questionnaire. Use the principles in E.
What would you do in the following situations?
You have been head-hunted and offered a new job. It is exactly what you want. However, the salary is only just a little higher than your present salary.
a) Accept because it is an excellent opportunity and a good career move.
b) Refuse because you think the salary is too low.
c) Demand an extra 50 per cent on your salary.
The organizers of a prestigious international conference in an attractive location have asked you to give a key note speech.
a) Accept and ask for your standard fee plus expenses.
b) Ask for more details of the event, such as how many people will be at the
conference and who they will be.
c) Ask for twice your normal fee.
You are a managing director of a company. Your marketing director comes to see you and asks for a year's leave of absence to do a management diploma. This possibility is not in his/her contract.
a) Agree immediately, if he/she can find someone to do his/her job for this period
of time.
b) Say that his/her absence would not be very convenient, and suggest a part-
time course over two years.
c) Discuss the changes the leave or absence would mean for the company, and
negotiate solutions to any problems.
A buyer has received your prices for a large sale of essential raw materials. He phones and says that your main competitors have offered him prices that are 10 per cent less than yours.
a) Ask which features of your offer he finds attractive.
b) Ask for details of the other offers.
c) Offer to increase the quantity of raw material for the same price.
Your very talented marketing director comes to see you with an original but very expensive marketing plan.
a) Say yes because you are worried he/she may leave for another company if you
do not let him/her do what he/she wants.
b) Say no very firmly and tell him/her that he/she will not get promotion if
he/she goes ahead without your approval.
c) Ask him/her how he/she thinks the expense of the project is justified, and how
the money can be found in the budget.
You are investing in new manufacturing equipment. A buyer for your old equipment has contacted you and offered you $150 000.
a) Accept immediately, because you never thought anyone would be interested.
b) Start discussing the price, in the hope of increasing it.
c) Accept and throw in other old manufacturing equipment as well.
You want to employ a new sales director. The current average salary for this kind of post is about $90 000 a year.
a) Advertise the post at $75 000.
b) Advertise the post at $90 000.
c) Advertise the post without mentioning the salary.
Jill Slatter runs training courses in negotiation. She is giving the answers to the quiz above. Listen to the tape and circle the right answers. Which of the principles in E does Jill Slatter mention? Look through your answers. Have you made any mistakes?
The Art of Negotiation
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Find in the text the answers to the following questions.
1. What is negotiation?
2. Are negotiators born or made?
3. What is manipulation of people?
4. What communication styles do you know?
5. What personality type are you?
6. Which 2 personality types make decisions based on facts? And on emotions?
What is Negotiation?
Конец формы
Every part of our business and life requires negotiation skills. The ability to negotiate will increase our successes, open up opportunities, and improve relationships.
There are three elements in negotiation to be considered if you want to succeed: communication style, personality type, goals. Each of these elements needs to be balanced between the two people negotiating before anyone can manipulate a desirable outcome. Negotiating is simply "working with other to achieve some beneficial result." It is one of those skills that takes a few hours to learn and a lifetime to master. It is not a genetic trait we're born with, like athletic or artistic ability. No matter what education level or social position, the negotiation skills are not beyond your capabilities. It just takes time, a little education, attention to honing our skills, and your life will be better. Negotiation is not the art of manipulating another person. Negotiation is a type of collaboration, even if you need to convince the other person that it is in their best interest to work together. Manipulation is forcing your goals and opinions on another person.
Communication Styles
There are four communication styles. Each of these is combined with four personality groups.
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Every time we speak, we choose and use one of four basic communication styles: assertive, aggressive, passive and passive-aggressive.
Assertive Communication
The most effective and healthiest form of communication. It's how we naturally express ourselves when our self-esteem is intact, giving us the confidence to communicate without games and manipulation.
When we are being assertive, we work hard to create mutually satisfying solutions. We communicate our needs clearly and forthrightly. We care about the relationship and strive for a win/win situation.
Aggressive Communication
Aggressive communication always involves manipulation. We may attempt to make people do what we want by inducing guilt (hurt) or by using intimidation and control tactics (anger). Covert or overt, we simply want our needs met - and right now!
Passive Communication
Passive communication is based on compliance and hopes to avoid confrontation at all costs. In this mode we don't talk much, question even less, and actually do very little. We just don't want to rock the boat. Passives have learned that it is safer not to react and better to disappear than to stand up and be noticed.
Passive-Aggressive Communication
A combination of styles, passive-aggressive avoids direct confrontation (passive), but attempts to get even through manipulation (aggressive).
The communication style a negotiator uses does not necessarily match the audience's, but the audience will find it familiar and be comfortable using it. Using the wrong communication style can make the audience feel like they are being sold or forced.
The communication style is their ability to articulate their wants and needs. A good communicator can identify a person's personality type and communication style.
Personality Type
The personality type determines what the audience considers a strong enough motivation to change their plans work with you.
Everyone has a different approach to negotiation. Your personality and that of the other party in the negotiation affect your style of negotiating. Examples of four types of generally accepted personality styles are:
Driver
Expressive
Amiable
Analytical
Characteristics of Personality Categories
Driver:
Objective-focused
Know what they want and how to get there!
Communicates quickly, gets to the point
Sometimes tactless and brusque
Can be an "ends justify the means" type of person
Hardworking, high energy
Does not shy away from conflict
DECISIONS made QUICKLY, based on FACTS.
Expressive:
Natural salesmen or story-tellers
Warm and enthusiastic
Good motivators, communicators
Can be competitive
Can tend to exaggerate, leave out facts and details
Sometimes would rather talk about things than do them!
DECISIONS made QUICKLY, based on EMOTIONS.
Amiable:
Kind-hearted people who avoid conflict
Can blend into any situation well
Can appear wishy-washy
Has difficulty with firm decisions
Often loves art, music and poetry
Highly sensitive
Can be quiet and soft-spoken
DECISIONS made SLOWLY based on EMOTIONS.
Analytical:
Highly detail oriented people
Can have a difficult time making decisions without all the facts
Make great accounts and engineers
Tend to be highly critical people
Can tend to be pessimistic in nature
Very perceptive
DECISIONS made SLOWLY based on FACTS.
No one personality type outshines the other or is preferable to the other - but all complement each other in different ways. If you are choosing a team for a difficult task, it is a good idea to have representation for each on your team for a balanced approach to the task at hand.
Goals
The expert negotiator does not focus on their goals, but the audience's goals. The art of negotiating is making the audience believe that they are coming out on top of the agreement, without the negotiator begging or selling. Goals are often motivated by people's desire for relationships, building wealth, improving security, and achieving a socially 'higher' goal. A negotiator will use these goals to 'speak' to the audience and help them reach their goals by reaching their own goals.
Objective
Negotiating is not a forceful encounter. Act collaboratively, not competitively. It is not "me against you." The other person is a bargaining partner. Everyone must come away with a benefit, or the party who has nothing to lose will leave. It is a big mistake to think you can use negotiations to get something for nothing. When negotiating, present your case as if both parties are on equal ground. Everyone can succeed at negotiating if they make "Mutual Benefit" their mantra.
Reading comprehension
Exercise 1
Define the statements as True or False.
Negotiation is the art of manipulating another person.
A good negotiator strives for a win-win situation.
Assertive communication always involves manipulation.
Passive negotiators don’t talk much, question even less and actually do very little.
Passive-aggressive negotiators use confrontation and avoid manipulation.
Assertive communication is the most effective.
No one personality type is preferable to the other.
The expert negotiator focuses on their goals.
Both parties must leave negotiations with a benefit.
Exercise 2
Complete the sentences from the text.
There are three elements in negotiation to be considered if …
Negotiation is a type of collaboration, even if you need…
When we are being assertive, we work …
Passives have learned that …
If you are choosing a team for a difficult task, it is a good idea …
The art of negotiating is making the audience believe …
When negotiating, present your case as …
Exercise 3
WHAT THEY WANT AND HOW THEY GET IT?
Place the statements under the correct personality type.
Wants all the facts to make a decision.
Dominates and threatens people.
Wants everyone to be happy.
Wants to win, even if it means that someone has to lose.
Accepts losses and gives in too easily.
Loses perspective, ignores others.
Wants to win but based on principles and facts.
Less sensitive to what is happening around them.
Bound and determined not to lose
Wants everybody to be happy
Wants to get excited about the issues
Doesn’t waste time on small talk
Driver
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Expressive |
Amiable
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Analytical
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Exercise 4
Whose common expressions are these?
Guess which of 4 personality type uses these sentences.
1. ……………
"We have to think about the impact on the people." "I don't want to offend or upset people." "What about loyalty?"
2. ……………
"I need all the information you can get." "I need to think about this.""I don't want to jump into this, let's prepare an in-depth report."
3. ……………
"This isn't a religion, it's a business." "How will this affect our claim and the results?
4. ……………
"This is great news." "Fantastic!" "We can really do things with this."
Have a look at these situations and decide how...
...a passive person would react ...an aggressive person would react ...a passive-aggressive person would react ...an assertive person would react
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1. In this interview, you will hear Siobhan Quinn, Sales Manager at Texaco, talking about negotiating. Listen and check whether the following statements accurately reflect what she says.
Siobhan Quinn’s full title is Manager, Bulk Sales, Texaco Fuel and Marine Marketing Department.
Negotiators are born not made.
It is important for both parties to achieve something in a negotiation.
Some 40% of Texaco’s business is with non-native speakers of English.
Language affects negotiating strategy more than cultural considerations.
Personality influences negotiating strategy.
PLAS is a financial magazine.
Negotiating is a bit like dancing and boxing.
2. Listen again and make notes under the following headings and subheadings.
personality
Buyer 1, and how to deal with him
Buyer 2, and how to deal with him
feedback
how negotiating works
negotiating without feedback
advice
knowledge
skill
Translate into Ukrainian.
For many reasons, the only healthy communication style is assertive communication. Surely you can identify many people in your own life that favor each of the four styles. Most of us use a combination of these four styles, depending on the person or situation. The styles we choose generally depend on what will work best to get our needs met in each specific situation. If you take a really good look at yourself, you've probably used each throughout your lifetime.
Understanding the four basic types of communication will help you learn how to react most effectively when confronted with a difficult person. It will also help you get your own needs met. Remember, you always have a choice as to which communication style you use. If you're serious about taking control of your life, practice being more assertive. It will help you diffuse anger, reduce guilt and build relationships - both personally and professionally.
Exercise 1
Match the terms with their definitions.
10) package 11) issue 12) impasse 13) good faith
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c) a combination of options that has been offers as a solution. d) an obligation to do something e) accepting less in order to get something . f) being honest about your intentions. g) an agreement that prevents either side from talking about it in public. h) a topic that needs to be discussed in a negotiation. i) any other choices a person or group has. j) when two sides hold different positions that they are unwilling to change. k) a person who tries to make it easier for two people to make an agreement. l) any suggestion or idea given from one party to another. m) an agreement where you get less than you want but also give less than the other person wants.
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Exercise 2
Complete the sentences with the words from Exercise 1.
At last we’ve reached a____________.
We’ll look at your ____________during the coming week and give you our response the following Monday.
If we use a___________, he may help to move the negotiations forward.
Money is the biggest ____________in this negotiation.
We were close to an agreement but we suddenly hit an __________over payment terms.
We've made a ___________on this point. If we don't do it, the agreement will fall apart.
If we don’t_____________, this deal will never get done.
OK, you’ve made a ____________ on price, so we can make a ____________on the delivery date.
I’m sorry but our ______________agreement prevents me from answering your questions in details.
If we negotiate in______________, we are sure to reach an agreement eventually.
Exercise 3
It took over five hours of negotiating for the parties to come to a ………. .
a) hostility b) bottom-line c) consensus d) indecisive
It was ……… decision to settle our differences out of court.
a) flexible b) mutual c) unrealistic d) victorious
One ………that always works is to ask your counterpart to speak first.
a) tactic b) bargain c) resistance d) tension
We would have more ………..if we had some more recent statistics to use.
a) haggling b) concession c) impulse d) leverage
There was ……….to our proposal until we made our last demand.
a) hostility b) receptive c) resistance d) tension
We were ………over prices all afternoon.
a) misleading b) conflict c) dispute d) haggling
I wasn’t expecting our opponents to ……….so quickly.
a) amplify b) yield c) counterproposal d) arbitration
When I ……….the client about their promise they agreed to honour it.
a) log-rolled b) entitled c) confronted d) dominated
If that is your only ……….I would be happy to concede.
a) pressure b) objective c) victory d) cooperation
Within ten minutes the negotiations had already ended in a ……….. .
a) deadlock b) counterpart c) collective d) bottom-line
Exercise 4
Put the words from the box to complete the text.
Life is negotiation
a) philosophy b) lessons c) negotiate |
d) way e) customer f) price
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g) success h) thought i) solution
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j) partner k) meeting l) aspects |
m) children n) negotiation o) bank manager |
There is a school of ……1……which says that many aspects of life involve negotiation. Teachers should negotiate ……2……with their students. Parents should negotiate with their……3……about their allowances or holidays. Managers should ……4……new procedures with their staff. In the sense that ……5……is about achieving a result which both sides can benefit from, or at least live with, then there is some truth in all of this.
In the business context, negotiation has come a long…..6……from its image of competitive haggling. The independence of ……7……and supplier, ……8……and client, even one competitor and another means that no individual can afford to take the money and run. The negotiation may be about ……9……or delivery in the short term but it is also about establishing a relationship for a long run.
This has all led to the ……10……of the win-win negotiation. Neither side should lose, or certainly be seen to lose. Critical to the ……11……of this philosophy is an understanding of the hopes and fears of your ……12……in negotiation.. Only if you can get into his or her shoes you are likely to come up with a ……13……hat is a genuine meeting of minds.
So, negotiation is a special type of a ……14…..in which the parties (usually two) need each other’s agreement in order to achieve an effective result.
Preparation for a negotiation
What considerations are important in preparing to negotiate? In pairs suggest as many as you can.
Listen to the recording in which a Management Communications Consultant, Diana Ferry, talks about preparing for a negotiation. Mark the seven points below in the order in which she mentions them.
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Identify your minimum requirements. |
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Prepare your opening statement. |
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Decide what concession you could make. |
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Know your own strengths and weaknesses |
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Know your role as a part of a team. |
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Prepare your negotiating position – know your aims and objectives. |
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Prepare any figures, any calculations and any support material you may need. |
Negotiation Techniques
Pre-reading Test your knowledge of negotiation skills. Choose the correct answers.
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The amount of time you should devote to planning for a negotiation is directly related to the amount of time you’ll spend in the actual negotiation. How long is that?
twice as long
four times as long
nine times as long
2. What is the cornerstone of just about every negotiation you will ever enter into?
there’s always a winner and a loser.
every negotiation is a trade.
the other side is always your enemy.
3. Which of the following actions represent the beginning of a negotiation?
a demand
a request
an offer
all of the above
4. Which of the following is not a stage of the negotiation process?
orientation
resistance
intermission
commitment
agreement
5. The tone for just about every negotiation will be set during which time frame?
the first five seconds
the first 5 minutes
the first five hours
6. True or False: You should never make the first concession.
7. Which of the following words should you always avoid using during a
negotiation?
uncomfortable
but
money
8. Which of the following statements best describes a negotiation tactic called “The
Krunch”?
you have to do it my way
you have to do it better than that
you have to see it my way
9. When conflict arises during a negotiation, which is the best way to handle it?
avoid the conflict
compete with the conflict
integrate the conflict into discussion
10. True or False: It’s better to make no deal rather than a bad deal.
Negotiations
You can win in a negotiation just by being better prepared. 90% of successful negotiation is down to preparation. It can help you get what you want from the negotiation. It does work for everyone. There’s no secret. You really just need to know how to prepare and which preparation framework to follow. We say things like, "We're just in the negotiation stage of the deal ..." There is no more profitable expenditure of time than the time spent preparing to negotiate. Here's your checklist:
Know what you want and don't want
Most of us have a general idea of what we want or want to avoid in a deal. Write a paragraph describing in detail what you want and don't want from the transaction, then, edit this description furiously until it is laser focused and precise. When we are crystal clear on our objective(s) and rationale(s) for their acquisition, we are most likely to achieve desired results.
Know what your counterpart wants and doesn't want
Now do the same for your counterpart. Write the description of what your opposite is looking for and seeking to avoid. This exercise tends to be a real eye-opener. Knowing our counterpart's goals, objectives helps us see commonalities that lead to creative solutions.
Know what concessions you are willing to give
What must you absolutely achieve to consummate a successful bargain? What terms, conditions, extras could you live without? Every great negotiator knows there must be give and take on both sides for agreements that make sense.
Know your alternatives
Having an alternative vendor or supplier really helps your level of confidence.
Know your counterpart and your subject matter
A lot of information is available to us on personality styles, body language, etc. Remember transactions take place between people ... and people view the same facts and appeals differently.
Rehearse You know how to get to Carnegie Hall? It's the same road to negotiation success - Practice - Practice -Practice! Remember use it or lose it!
Ten Negotiation Techniques:
Prepare, prepare, prepare. Enter a negotiation without proper preparation and you've already lost. Start with yourself. Make sure you are clear on what you really want out of the arrangement. Research the other side to better understand their needs as well as their strengths and weaknesses. Enlist help from experts, such as an accountant, attorney or tech guru.
Pay attention to timing. Timing is important in any negotiation. Sure, you must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. When you are looking your best is the time to press for what you want. But beware of pushing too hard and poisoning any long-term relationship.
Leave behind your ego. The best negotiators either don't care or don't show they care about who gets credit for a successful deal. Their talent is in making the other side feel like the final agreement was all their idea.
Ramp up your listening skills. The best negotiators are often quiet listeners who patiently let others have the floor while they make their case. They never interrupt. Encourage the other side to talk first. That helps set up one of negotiation's oldest maxims: Whoever mentions numbers first, loses. While that's not always true, it's generally better to sit tight and let the other side go first. Even if they don't mention numbers, it gives you a chance to ask what they are thinking.
If you don't ask, you don't get. Another tenet of negotiating is "Go high, or go home." As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, don't be afraid to aim high. But no ultimatums, please. Take-it-or-leave-it offers are usually out of place.
Anticipate compromise. You should expect to make concessions and plan what they might be. Of course, the other side is thinking the same, so never take their first offer. Even if it's better than you'd hoped for, practice your best look of disappointment and politely decline. You never know what else you can get.
Don't absorb their problems. In most negotiations, you will hear all of the other side's problems and reasons they can't give you what you want. They want their problems to become yours, but don't let them. Instead, deal with each as they come up and try to solve them. If their "budget" is too low, for example, maybe there are other places that money could come from.
Stick to your principles. As an individual and a business owner, you likely have a set of guiding principles, values that you just won't compromise. If you find negotiations crossing those boundaries, it might be a deal you can live without.
Close with confirmation. At the close of any meeting, even if no final deal is struck, recap the points covered and any areas of agreement. Make sure everyone confirms. Follow-up with appropriate letters or emails. Do not leave behind loose ends.
Reading comprehension
Exercise 1
Answer the questions
What is the most important step in negotiation process? Why?
Can you give the synonyms to the following words: vendor, tenet, counterpart, bargain, to ramp up.
What should you do at the preparation level?
What are 3 most important negotiation techniques? Why?
How do you understand the technique: “Go high, or go home”?
Exercise 2
Match the adjectives with the nouns to match word combinations from the text. Use them in your own sentences.
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Exercise 3
Complete 5 sentences starting with
Every great negotiator needs to know …
Exercise 1
Here is a formula for starting negotiations. Read and complete it.
a) less b) greedy |
c) ruin d) script |
e) person f) drop |
g) destroy h) profit |
i) blow j) want |
Get the other …..1…..to answer this question: ”Look if you could write the …..2…..for the deal that you want, what would you …..3…..?” Sometimes that person will ask for …..4…..than what you are willing to pay.
Don’t be …..5…… That’s trying to wring the last …..6…..of blood out of someone in negotiation. It can …..7…..deals, …..8…..relationships, and …..9…..businesses. It’s totally unnecessary too. If there’s not enough fair …..10…..in the deal for both, move to something else.
Exercise 2
Choose the best heading for each negotiation technique.
Attitude |
Flexibility |
Rapport |
Parameters |
Approach |
………………..
Try to establish a good rapport with your opposite number from the moment you first meet, whether or not you already know each other. Some general 'social talk' is good ice-breaker and bridge-builder in this respect.
………………..
Confirm the subject/purpose of your negotiation early on and try to establish areas of common ground and areas of likely conflict before you move on to the bargaining/trading stage.
………………..
Be constructive not destructive - treat your opposite number with respect, sensitivity and tact, and try to avoid an atmosphere of conflict. This will create a feeling of harmony and goodwill, which should encourage a willingness to compromise and ultimately lead to a productive negotiation.
………………..
Keep your objectives in mind - and try to keep a clear head. This will help you to concentrate on your key points. Try to resist the temptation to introduce new arguments all the time. Use the minimum number of reasons to persuade your opposite number, coming back to them as often as necessary.
………………..
Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and to compromise, if necessary, to avoid deadlock - but don't be pushed beyond your sticking point.
Exercise 3
Before ‘entering the arena’ of any negotiation you need some strategies. Strategies are those game plans that decide how you will approach, participate in and conclude the negotiation. Start the sentences with Do or Don’t to form 4 negotiation strategies Compare your answer with your partner’.
…accept the first offer.
…walk away if you cannot get an acceptable deal.
…ask for one or two small extras just when they are ready to sign
…give concession without asking something in return.
Exercise 4
Draw a line from each word on the left to a word on the right to make a word pair. (There is one extra word that you don’t have to use). Then use word pairs to complete the sentences below.
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We will hold talks on ………………..so neither side has an advantage.
We’ll ……………….the discussion by setting out our needs.
Our ……………….is very experienced and fully understands the process.
We believe the talks will be held in a ………………..with no real arguments.
We start with ………………..over coffee, but then it gets serious.
We have asked for 10%, but we do have a ………………..if that is turned down.
Exercise 5
Arrange the sentences in the correct order.The first and the last statements have been done for you.
a) |
The other side may be richer, better connected, with a larger staff, or have more powerful weapons. |
b) |
12 It can create the impression of a stalemate, which the other side will be impelled to break by offering something different. |
c) |
You can’t change that, but you can protect yourself from making bad agreement. |
d) |
1 Sometimes you’re not negotiating on a level-playing field. |
e) |
Know what you’ll do if the negotiations fail. |
f) |
Before negotiations start, know the worst outcome you’ll accept. |
g) |
At the same time make the most of your assets |
h) |
Keep that in mind as your bottom line. |
i) |
Silence is your best weapon |
j) |
Don’t push back |
k) |
You may encounter opponents who won’t budge from their positions. |
l) |
Be willing to break off negotiations if you can’t reach an acceptable agreement. |