by Henk Botha FIAC B. IUR. LL.B
© 2000
Bellstone Training (International) Limited
You may not
reproduce this Report in any form without the express written
permission of Bellstone Training (International) Limited, 40 Craven Street
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1. If you sell, open high. If you buy, open low. Remember, your opening proposal shapes the expectation of the person with whom you negotiate.
2. Ensure you have a solid, factual reason for your opening offer. Use exact facts to substantiate your proposals. Let the other person see how you arrived, exactly, at your proposal. All the facts must show that your proposal is not simply an opening proposal. At the same time, build in some "fat" by using facts selectively: use only facts that support your position. Leave it to your counterpart to highlight the facts that you have conveniently left out. Give her credit for making those points and reward her with a concession. That will clearly show that you are willing to negotiate on a factual basis.
3. Avoid giving away anything in the beginning, even if that concession is insignificant to you. Always ask yourself, "How important is that issue to my opponent?" If it's more important to him than to you, you probably have some leverage. Don't give it away. You may need to use it.