{"id":137,"date":"2011-08-18T14:03:34","date_gmt":"2011-08-18T14:03:34","guid":{"rendered":"http:\/\/ceotucson.com\/?p=137"},"modified":"2012-02-03T19:11:03","modified_gmt":"2012-02-03T19:11:03","slug":"negotiating-for-results","status":"publish","type":"post","link":"https:\/\/ceotucson.com\/?p=137","title":{"rendered":"Negotiating for Results"},"content":{"rendered":"

Vistage International<\/a>\u00a0expert resource speaker Jack Kaine was in Tucson for two days speaking to CEO’s and senior executives from some great companies. Jack presents a very interesting take on how to get the upper hand in a negotiation without fighting or arguing to get it.<\/p>\n

First his definition of negotiation, which is interesting in itself. It should hit home if you are in business, are married or in a committed relationship, or have kids. “Any time two or more people are exchanging information with the intent of changing the relationship they are negotiating.”<\/p>\n

Jack’s Five Rules for a Successful Negotiation<\/p>\n

    \n
  1. The person who speaks first sets the tone.<\/li>\n
  2. The person who asks the most questions determines the content and direction of the negotiation.<\/li>\n
  3. Never argue.<\/li>\n
  4. People do things for THEIR reasons.<\/li>\n
  5. LISTEN<\/li>\n<\/ol>\n

    Some\u00a0corollaries that were really worth considering.<\/p>\n

      \n
    1. Don’t negotiate with yourself.<\/li>\n
    2. If you are negotiating with a bargainer, don’t make the first concession<\/li>\n
    3. If you are negotiating with a bargainer, don’t make the 2nd or 3rd concession.<\/li>\n
    4. Don’t make a concession without adding new information.<\/li>\n
    5. Don’t argue over who gets the bigger piece; make a bigger pie with bigger portions for everyone.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

      Vistage International\u00a0expert resource speaker Jack Kaine was in Tucson for two days speaking to CEO’s and senior executives from some great companies. Jack presents a very interesting take on how to get the upper hand in a negotiation without fighting … Continue reading →<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-137","post","type-post","status-publish","format-standard","hentry","category-tips-and-tools"],"_links":{"self":[{"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/posts\/137","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/ceotucson.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=137"}],"version-history":[{"count":6,"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/posts\/137\/revisions"}],"predecessor-version":[{"id":239,"href":"https:\/\/ceotucson.com\/index.php?rest_route=\/wp\/v2\/posts\/137\/revisions\/239"}],"wp:attachment":[{"href":"https:\/\/ceotucson.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=137"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/ceotucson.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=137"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/ceotucson.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=137"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}