Most people enter a negotiation focused on what they want. A "genius" enters focused on what the other side wants. Investigative negotiation is about asking the right questions to uncover the "why" behind their demands. By understanding their underlying interests, you can find creative solutions that a standard haggler would miss. 2. Mastering the BATNA
Negotiation Genius makes a crucial distinction between two fundamental activities in any negotiation: claiming value and creating value.
Don't just negotiate price. Introduce multiple issues (e.g., timing, warranties, support, payment terms) to find tradeoffs that benefit both sides. negotiation genius pdf
A "Negotiation Genius" is not simply a hard-nosed closer. According to principles often highlighted in top-tier negotiation literature, a true master is someone who:
, not just price (e.g., timing, quality, financing). Most people enter a negotiation focused on what they want
List at least four non-monetary variables to negotiate.
If you have high-quality information, make the first offer. Make it aggressive but justifiable. By understanding their underlying interests, you can find
Giving too much weight to the first number put on the table.
While summaries are helpful, the full book—often sought as a Negotiation Genius PDF download—includes detailed case studies that illustrate how these strategies were applied in real-world situations, such as: