Give and Take

Chester L. Karrass provides a comprehensive guide to all aspects of negotiations in his book Give and Take: The Complete Guide to Negotiating Strategies and Tactics. Perhaps just the title alone is something to think about. negotiation can be defined quite simply as a give and take. You give something and you take something, and so does the other party.

Given that give and take is central to the process, before your next negotiation, you should map out exactly what you want to give and what you want to take. Having a clear picture of your wants and needs, and what you can give to achieve your goals will make the process that much simpler.

Your list could have items like this:

Give

• A price of X% below retail


• An expedited delivery time


• White-glove treatment


• Special invoicing


• Added value

Take

• An exclusive contract


• A lock on price over X months


• Access to customer database

It would be helpful to list your “gives” in order of priority, from what you are willing to give immediately to what you are least willing to give. With your take list, divide it into needs and wants. What do you need to have for any deal to be made, and what would sweeten the pot?

By being strategic about what you are willing to give, and knowing what you want to take, you will have clarity and you will be prepared for the other party’s demands.

Do you list out your give and take during your negotiation planning?