Get the deal done: 13 power moves to master negotiation and win big 🤝
Insights from Negotiation: The Game Has Changed by Max Bazerman that will supercharge your deal-making skills
Daniel’s verdict ✅
Max Bazerman nails it with Negotiation: The Game Has Changed. It’s packed with real-world tactics for negotiating in today’s digital-first world. Just straight-up strategies that work, whether you’re on a video call or dealing with supply chain issues. If you want to win at negotiating, read this book.
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Here are 13 power moves from Max Bazerman’s playbook that will help you master negotiation and win big in any situation:
1️⃣ Extreme offers need caution and a backup plan
Bold offers can pay off, but they can also backfire. Offering 40% less than asking might shut things down when 10% could’ve worked. Always have a strong backup plan (BATNA), so you’re not left with nothing if things go sideways.
2️⃣ Always have a strong BATNA
Your BATNA (Best Alternative to a Negotiated Agreement) is your safety net. If you’ve got another offer lined up, you can push for more. Without it, you’re stuck accepting less because they know you’ve got no other options.
3️⃣ Negotiating ethically builds trust and long-term success
Playing dirty might get you a win now, but it’ll ruin your reputation. Be fair and acknowledge the other side’s needs. That trust will lead to better deals and more opportunities down the road.
4️⃣ Focus on mutual value, not just price
Instead of arguing over every penny, find what they really care about. Maybe it’s flexible payment terms or a future partnership. Create a deal that works for both sides, and you’ll build something long-lasting.
5️⃣ Use contingent contracts to protect both sides
Not sure they’ll deliver? Set performance-based rewards and penalties. Pay more for a tight deadline or add penalties for delays. It aligns everyone’s interests and protects both parties.
6️⃣ Preparation means knowing their priorities, not just numbers
It’s not just about numbers, know what really matters to them. If they’re trying to hit a target, offering quicker payment might get you a discount. Tailor your pitch to what they need right now.
7️⃣ Understand their motivations to predict their moves
Put yourself in their shoes. If they’re in a hurry to close, use timing to your advantage and offer a quick deal for a better price. Ask the right questions early to figure out their priorities.
8️⃣ Justify your offer with solid reasoning
Whether you go high or low, make sure you’ve got the facts to back it up. If you’re selling property, point to recent sales in the area. Frame your offer around real-world examples to make it stick.
9️⃣ Break down complex negotiations but keep the big picture in mind
Start with the easy stuff (like roles and responsibilities) to build momentum, but don’t get bogged down in the details. Keep your eye on the overall goal and make sure you’re moving towards it.
🔟 Confidence comes from preparation, not overconfidence
Confidence is great, but it needs to be based on facts. Overconfidence can lead to bad calls, like overbidding just to win. Stay grounded by checking your assumptions and prepping thoroughly.
1️⃣1️⃣ Be flexible and adapt to changes
Rigidity kills deals. If the client can’t afford your price, offer a payment plan. Adapt to new information and find solutions that work for both sides.
1️⃣2️⃣ Understand their decision-making process for leverage
Every organisation has its own way of making decisions. If you know a board has to approve big expenses, pitch your proposal with long-term savings in mind. Use their process to your advantage.
1️⃣3️⃣ Timing is everything: Know when to push and when to wait
Timing can make or break a deal. If they’re under pressure to close by month’s end, waiting might get you a better offer. Know their deadlines and yours, and play the timing right.
👤 About the author
Max Bazerman is a Harvard Business School professor and a global expert in negotiation. He’s spent decades teaching and refining strategies that work across different industries and countries.
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