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Step 1
Know what you want. Before coming to the negotiation table, ask yourself what you want, what you are willing to concede and what you refuse to give up. By prioritizing your needs, you set the stage for more effective negotiation.
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Step 2
Prepare your case. Make a list of the arguments you want to make and the rationales supporting these arguments. Prepare to address any arguments the other party may make. Research and preparation are crucial in negotiating like a lawyer.
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Step 3
Start with the easy things first. Starting with issues you are likely to agree on allows you to build momentum and establish a reputation for reasonableness.
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Step 4
Ask for more than you are willing to accept and try to find middle ground acceptable to both parties. Try to avoid saying any numbers first to let the other party make the first move. This is especially effective in salary negotiations.
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Step 5
Understand that negotiation is a matter of give and take. Listen to the other side. Stay calm and focused. Use a checklist to keep the topics on course during the negotiation process. Remember that the goal of negotiating like a lawyer is to reach a resolution mutually acceptable to both parties.
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Step 6
Be prepared to walk away. If the other side isn't making any concessions, or you aren't achieving the resolution you would like, walk away. This is a powerful tool and is likely to prompt the other party into making their best offer yet.
