The Periodic Table for
Business Negotiation

We believe Negotiation is both art and science.

The science part of the Negotiation is the Process with recognizable steps. Each step has a certain number of skills associated with it. So, if you learn the process and have practiced the skills, you are more able to know where you are in the negotiating-process and what skills are needed at every step to better control the negotiation and don’t just let ‘negotiation happen to you’.

The artist part of negotiation is how you behave and deliver your negotiating language. It’s where your personality becomes part of your overall negotiating signature.

Most of all, negotiation a skill, so the more one practices the skill; the better one becomes.

Thus, we believe skilled negotiators are also happier people. Because they navigate and control negotiation with more confidence. They are happier, because they see conflict as an opportunity, not a battle.

Gw
Goodwill

Goodwill generates greed, not gratitude.  Giving an unconditional concession is seen as a sign of weakness

Dt
Dirty Tricks

Dirty Tricks take away your control.  They are used to put you on the back foot & quickly turn you into a powerless negotiator

Li
Listening

Hearing is a physical process; listening is an intellectual one & skilled negotiators recognize & utilize this skill

Pr
Proposal

Don’t violate the important rule of negotiation & just fall in love with one proposal

As
Assumption

Don’t negotiate yourself out of a deal.  Avoid the trap of ‘self-sabotage’ even before your negotiation starts

P
Persuasion

Persuasion is not Negotiation.  Persuasion is an instinctive approach to conflict resolution but is usually the weakest method

Dd
Deal-Design

Negotiation is 3-D.  Negotiators often overlook the importance of ‘designing their negotiations’ & end up conceding more

Is
Issues

Negotiating a choice.  A negotiated deal comes about when issues are addressed. To address the issues, there could be a cost

Dm
Deal Making

If you have decided to resolve a conflict by negotiating, then all unresolved issues are important & should be addressed

Di
Dialogue

Dialogue is key in negotiation.  Without it, the process is filled with assumptions & unrealistic demands leading to deadlock

B
Battle

Negotiation is a not a battle.  Skilled negotiators are both creative & courageous & are ready to create value in a ‘conflict’

Op Opportunity

Lookout for the opportunity to negotiate.  Being able to negotiate is about spotting the opportunity to make an exchange

Pr
Process

Negotiation is a process with recognizable steps.  It’s a map to help you reach your objectives with flexible built strategies

No
Non-Negotiable

We negotiate daily, whether we realize it or not.  Whilst most things are negotiable, three things are not

Ap
Absurd Pitch

Most negotiators make absurd 1st proposal as they lack the skill to protect value, causing delays & stress for themselves

Ti
Time-outs

Being prepared to take time-outs is essential.  It not only takes the pressure off, but also helps avoid regretful decisions

Ne
Negotiate

There are 10-different ways to resolve any conflict or to do-deals.  Negotiation is one method but not ideal to start with

We believe Negotiation is both art and science.
The science part of the Negotiation is the Process with recognizable steps. Each step has a certain number of skills associated with it. So, if you learn the process and have practiced the skills, you are more able to know where you are in the negotiating-process and what skills are needed at every step to better control the negotiation and don’t just let ‘negotiation happen to you’.
The artist part of negotiation is how you behave and deliver your negotiating language. It’s where your personality becomes part of your overall negotiating signature.
Most of all, negotiation a skill, so the more one practices the skill; the better one becomes.
Thus, we believe skilled negotiators are also happier people. Because they navigate and control negotiation with more confidence. They are happier, because they see conflict as an opportunity, not a battle.

Gw

Goodwill generates greed, not gratitude. Giving an unconditional concession is seen as a sign of weakness

Dt

Dirty Tricks take away your control. They are used to put you on the back foot & quickly turn you into a powerless negotiator

Li

Hearing is a physical process; listening is an intellectual one & skilled negotiators recognize & utilize this skill

Pr

Don’t violate the important rule of negotiation & just fall in love with one proposal

As

Don’t negotiate yourself out of a deal. Avoid the trap of ‘self-sabotage’ even before your negotiation starts

P

Persuasion is not Negotiation. Persuasion is an instinctive approach to conflict resolution but is usually the weakest method