Posted in Bite size learning, Decision Making, Emotional Intelligence, Leadership, Problem solving

Top tips when negotiating …


“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy

If we are all negotiators what are the top tips for making it work:-

  • Not about taking positions
  • Ego has to be put to one side
  • Detach relationship from problem otherwise you will unlock defensive  behaviour
  • Focus on a wise agreement
  • Think win win – it is a mindset
  • Make a plan before you start a dialogue
  • Always consider the relationship history
  • Focus on what you are negotiating for is it the product or the service

To put it all into context really great case study to demonstrate a think win win mindset:-

Sarah Talley of Frey farms ( a family business) sold pumpkins and watermelons to Wal-Mart.  She analysed the culture of Wal-Mart’s hard ball negotiating strategy and knew that if she used innovative tactics of finding money in the supply chain, Wal-Mart would work with her. Frey farms used school buses ($1500 each) instead of tractors ($12,000 each) a cheaper and faster way to transport the pumpkins and melons to the warehouse.

If you would like nuggets to deliver a workshop on negotiating please contact


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