Click the link above to read a HBR article on negotiation. Heidi Grant Halvorson delivers a great concept. However, let’s cut to the chase. There are three critical elements to successful negotiation that trump everything:
1. The ability to walk away. Without this, you’re already giving up a lot.
2. Silence. Shut up and wait for the person with whom you’re negotiating to talk their way into the palm of your hand. The more you listen, the more you learn. The more you learn, the more info you have to work with.
3. Being comfortable with quid pro quo. It’s perfectly OK to give something up as long as you’re able to get something of value in return. Negotiation is not a zero-sum game. The cliche of “win-win” is a reality and should be a goal in negotiation.