Effective ways to negotiate

1. Use apporpiate tactics

1.1. Hard

1.2. Soft

1.3. Time-related

1.4. Authority-related

2. Plan strategy

2.1. Assess power

2.2. Be rational and predictable

2.3. Verify information

2.4. Be risk averse

2.5. Endear an opponent

2.6. Value time, but don't rush

3. Remember timless virtues

3.1. Sincerity

3.2. Integrity

3.3. Truthfulness

3.4. Fair play

3.5. Tolerance

4. Listening with Four Ears

4.1. Listen to What Is Clearly Being Said

4.2. What Obviously Is Not Being Said

4.3. Listen for What the Other Person Really Wants to Say, But Does not

4.4. Listen to What You Are Saying to Yourself

5. Factors to choose the right tactic

5.1. Information

5.2. Place

5.3. Power

6. Types

6.1. One time negotiation

6.2. Continuous

6.3. Direct

6.4. Indirect

7. Styles of negotiation

7.1. Competitive

7.2. Cooperative

7.3. Integrative

8. Sequence of negotiations

8.1. Before

8.2. Beginning

8.3. During

8.4. Closing

8.5. After

9. 2 distinct aproaches to negotiation

9.1. Principled negotiation (pie enlarged)

9.2. Positional negotiation (zero sum)