By Geoff Tibballs

ISBN-10: 0752527371

ISBN-13: 9780752527376

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Ask: What is the most effective style to achieve my aims? Then match your style to the deal. ■ The most successful negotiators combine toughness with flexibility. Flexibility shows you’re prepared to work hard to achieve a win-win. StreetTalk I study people, and in every negotiation, I weigh how tough I should appear. I can be a killer and a nice guy. You have to be everything. You have to be strong. You have to be sweet. You have to be ruthless. DONALD TRUMP PROPERTY DEVELOPER AND CASINO OWNER R-E-S-P-E-C-T The seven steps to agreement Step 7 Tie up the loose ends Step 6 Close the deal Step 5 Exchange concessions Step 4 Probe with proposals Step 1 Ready yourself Step 2 Explore needs Step 3 Signal for movement Chapter Three STEP 2 EXPLORE NEEDS If I had nine hours to cut down a tree, I would spend six hours sharpening my axe!

Task: to summarize the progress to date and clarify points with questions. Ⅲ Appoint an observer. Task: to watch and monitor the verbal and non-verbal messages. Ⅲ Appoint an analyst. Task: to record and analyze all the numbers and other data. The pattern of offers and concessions invariably provides insights into the other side’s objectives and priorities. StreetTalk Forming teams on the basis of matching the other team’s numbers is not very sensible. A well-briefed team need not be the same size as the other side’s.

Use the ‘‘will I sleep at night’’ test. Before signing any deal ask, if this deal turns sour will I sleep at night? If your answer is no, do not proceed. StreetTalk Avoiding Risk: Corbin Robertson owns the largest private coal reserves in the USA—21 billion tons. In 1969, Robertson lost money when he tried to mine a deposit that was riddled with Civil War tunnels. Ever since, Robertson has let experienced operators carry the risk and costs of mining while he collects a predictable—and insulated—royalty and annual fee for every ton extracted.

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The Ultimate Lists Book by Geoff Tibballs


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