99 Negotiating Strategies: Tips, Tactics & Techniques Used by Wall Street's Toughest Dealmakers by David Rosen
Author:David Rosen
Language: eng
Format: epub
Publisher: Ross and Rubin Publishers LLC
Published: 2016-10-03T21:00:00+00:00
CHAPTER 48
Use Occasional Humor or Lighthearted
Examples
S ome degree of humor is always appropriate in negotiations, depending.
Use your best judgment as to when an injection of laughter or light
humor will achieve your objectives. I generally do not encourage humor, or
much of it, because it detracts from the gravity of your negotiating position
and team.
____
CHAPTER 49
Push Your Own Actual Experience
H ave as many examples from prior specific experiences as possible to
support your positions. Prior outcomes in negotiations, like legal
precedent in a courtroom, carry great weight.
You should bring appropriate documentation from prior deals (redacted
as necessary to protect confidential terms) as well as prior court rulings in
which you were involved. Leave to lawyers actual discussion of legal
principles, but you may certainly discuss your own experience in lawsuits if it
benefits you. Precedent carries significant weight in negotiations, because
past results are often a reliable predictor of future outcomes. History repeats
itself.
____
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