How to Plan and Prepare for a Negotiation So You Win Before It Even Starts: Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

By Zane Rozzi

In this book, we'll discuss the essential planning and preparation required to win negotiations. We'll discuss both how to prepare to negotiate aggressively as well as how to prepare to defend yourself against aggressive negotiation tactics employed by the other party.

While some negotiation tactics use strength, the most effective tactics use intelligence, strategy, and finesse. Here's why: The most crucial skill for you to have - as a negotiator - is the ability to make the other party feel they've won the negotiation and obtained a great outcome - even if, when dividing up the pie, you've secured most of the pie for yourself. You want the other party to be willing to do business with you again in the future, and also to give you great reviews, references, and referrals.

To accomplish the objectives above, you'll learn negotiation tactics that combine timeless relationship building skills, scientifically proven principles of influence and persuasion, and the best strategies from The Art of War by Sun Tzu - the classic 2,000-year-old Chinese military strategy book. You'll ensure the other party feels they've been treated fairly and obtained a great outcome, even if, when dividing up the pie, you've secured most of the pie for yourself.

The truth is, all that's necessary to get the results you want is for you to do a few basic fundamentals really well. Doing the basic fundamentals really well is always the fastest, easiest, and most effective way to get excellent results. Don't waste time on trendy advice that quickly fizzles out. Instead, learn timeless fundamentals that will always be relevant.

You'll be able to start applying what you've learned immediately after you've finished reading this book by using the example procedures, responses, strategies, behaviors, and action steps. It works; and it will work for you. Read this book, apply the information, and see for yourself.

• Language: English
• Publisher: Zane Rozzi
• Release date: Jul 5, 2022
• ISBN: 9780463330524

Book preview

How to Plan and Prepare for a Negotiation So You Win Before It Even Starts

Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Zane Rozzi

Copyright 2022 Zane Rozzi. All rights reserved. No part of this publication may be reproduced or distributed in any form or by any means without prior written permission from the copyright holder. This publication is provided with the understanding that the author and publisher are not herein engaged in rendering legal, medical, investment, accounting, or other professional advice or services. If legal, medical, investment, accounting, or other expert advice or assistance is required, the services of a competent professional person should be sought. Your level of success in realizing results, if any, is dependent upon a number of factors including your ability, skill, knowledge, effort, persistence, and a variety of other personal attributes. Because those attributes differ between individuals, neither the author nor publisher can guarantee your success or any specific result. You alone are responsible for your actions and results in life and business. Any forward-looking statements contained within this publication are simply opinion and not guarantees or promises of actual performance or results. Neither the author nor publisher make any guarantee you will achieve any specific results. Individual results are not guaranteed and will vary. The information contained within this publication is made available solely to offer general information of interest. The author and publisher assume no responsibility for errors or omissions. Any statements or recommendations made by the author are simply his opinion. Such statements and recommendations might have been applicable to the author’s specific life circumstances, but may have no relevance to your own personal life circumstances. Determining whether or not any of the author’s statements or recommendations apply to your specific life circumstances is solely your responsibility. The author is not responsible for your actions. You are solely responsible for your actions. Your actions in life and business must be based on your own due diligence, not the opinion of the author. Nothing contained within this publication shall to any extent substitute for the sound judgement of the user. Neither the author nor publisher shall be liable for any losses, liabilities, or damages, including but not limited to indirect, special, or consequential damages, resulting directly or indirectly from the use of any information contained within this publication.

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Table of Contents

Invest the Time Required to Win

Make the Other Side Feel They’ve Won the Negotiation

The Procedures or Rules of the Negotiation

Determine the Issues to Be Discussed

How to Avoid Answering Questions that Reveal Your Weaknesses

The Parties Involved in the Negotiation

The Interests Being Met by the Negotiation

Interconnected Negotiations

Normative Application of Leverage

Your Best Alternative to a Negotiated Agreement

Determine Your Reserve Price or Walk Away Point

Claiming Maximum Value

Determine the Overlapping Zone of Possible Agreement

Gather Information So You Can’t Be Lied To

The Image You Portray Through Your Choice of the Negotiation Setting

Making the Opening Offer

Plan to Present the Most Important Points First and Last

Always Be Aware the Other Party is also Planning and Preparing to Execute a Strategy Against You

Plan Your Concessions in Advance

Periodically Evaluate Your Results in Real Time

When to Avoid Negotiating

What it Takes to Accomplish Your Goals and Get Everything You Deserve in Life — The End Matter

Invest the Time Required to Win

Now, I could tell you, it’s essential that you plan and prepare if you want to win a negotiation where you’re bargaining with highly-skilled negotiators. I could also tell you that, even for a simple negotiation — for instance, buying something off an online classified ads site such as Craigslist — if you want to obtain the best possible deal for yourself, you must plan and prepare in advance of the negotiation. But, you don’t need to take my word for it. I’ll have someone with more authority tell you the same.

Here’s the advice from the greatest military strategist of all time, Sun Tzu, taken from Sun Tzu’s book ‘The Art of War’ — the classic 2,000-year-old Chinese military strategy book. Below, I’ve copied and pasted a brief excerpt from my 15-minute book summary of Sun Tzu’s The Art of War.

We won’t get into arguing over whether I agree with Sun Tzu, or if it’s Sun Tzu who agrees with me, because I think that would be too obvious of a bluff to call. But, I’m feeling confident, so I’ll give it a go anyways; the below excerpt proves with 100% certainty that Sun Tzu agrees with me:

Planning is crucial to winning a war. No competent general would rush into war without planning. The general who plans their actions carefully has a far better chance of victory. It is necessary to develop primary, secondary, and tertiary plans.

When planning, the competent general must carefully compare his own army to the army of any challengers. The general must know where he is strong and where he is weak. The general must also know where his enemy is strong and where his enemy is weak. Then, a plan for victory should be devised according to the strengths and weaknesses of both sides.

To emerge victorious, a general must know their enemy, and they must know themselves.

The competent general attacks only when they have the advantage.

Through careful planning and consideration of the circumstances, the competent general will decide whether victory is more likely than defeat. Competent generals will only engage in battles where they have the advantage and the better chance of victory. That is the only way to ensure a general remains undefeated.

Competent generals plan and evaluate — before the battle. Incompetent generals will rush into battle and only then begin searching for possible paths to victory.

So, as you can see, Sun Tzu is on my side. Now, let’s get into how you need to go about planning and preparing.

Make the Other Side Feel They’ve Won the Negotiation

In this book, we’ll discuss the essential planning and preparation required to win negotiations. We’ll discuss both how to prepare to negotiate aggressively as well as how to prepare to defend yourself against aggressive negotiation tactics employed by the other party.

While some negotiation tactics use outright strength, most use intelligence, strategy, and finesse. There’s an important reason why you can be much more effective by using intelligence, strategy, and finesse. That all-important reason is, one of the most crucial skills for a negotiator to have is the ability to make the other party feel they’ve won the negotiation and obtained a great outcome. You need to make the other party feel they’ve won the negotiation even if, when dividing up the pie, you’ve obtained most of the pie for yourself.

Making the other party feel they’ve won is essential to establishing and building a good working relationship. Many negotiations will not be one-time events, but the start of an ongoing business relationship. It is, therefore, important to build solid working relationships. However, even in the case of a one-time event, making the other party feel as if they’ve won is important to ensure the other party follows through and holds up their end of the bargain.

So, while we discuss how to plan and prepare to negotiate the best possible results for yourself, you’ll have to keep in mind that you don’t want to crush the other party so severely that they walk out of the negotiation — before reaching an agreement — and never want to speak with you again.

Instead, you need to be clever. You must plot and scheme. That’s where the essential planning and preparation we’ll discuss throughout this book comes into play. You’ll plan and prepare to ensure you’re using negotiating strategies and tactics that, despite obtaining the best possible deal for yourself, make the other person feel they’ve not only been treated fairly, but also received a great deal. You want the other party to be willing to do business with you again in the future, and also to tell their friends and family that you’re a good person to do business with. You want to obtain great reviews,