These 9 negotiation strategies for success are based on my upcoming book Never Split the Difference: Negotiating As If Your Life Depended.
The most dangerous negotiation is the one you don’t know you’re in.
Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever. I was so blown away I had to write about it back then.
Since then, what did her deference, elegance, and empathy achieve in confronting Apple about their unfairness?
Many people think they can already negotiate. Maybe you have gotten over on a car salesman. Maybe you or someone you work with consistently makes seemingly good deals because you know you have all the leverage. Better yet you pride yourself on collecting yes’s and you’re rights, but for some reason you keep having to go over the same thing with the same people.
James Donovan, played by Tom Hanks in Steven Spielberg’s “Bridge of Spies” goes to Berlin, Germany in 1961 to negotiate an exchange of “spies” between the US and the USSR. He was more successful than anything I ever did as the FBI lead international kidnapping negotiator. He was sent to bring home one American and came back with two, doubling the goal. Never once did he consider the concept of BATNA (Best Alternative To a Negotiated Agreement). At the end of this piece, I’ll share what he did in Cuba for an encore after the failed Bay of Pigs invasion (again he far exceeded his original goal).