Negotiation Tips by  Vadim Kotelnikov, founder of 1000ventures - personal logo Vadim Kotelnikov


Strategic Win-Win Negotiation tips Vadim Kotelnikov soft skills

Start Win-Win negotiation with defining a shared vision of a desired future you want to achieve.  >>>

Wise Agreement

See yourselves not as bargainers, but as creators and strategic design thinkers who design a better future jointly.  >>>

Treat the negotiation process as a partner dance where the Lead-Follow roles are switched frequently and willingly to arrive at a Win-Win solution in a harmonious way.  >>>

While being strategically focused on the desired outcome, be tactically flexible, like river water, in your approaches to selecting or inventing the routes towards the desired results.

Negotiation DOs and DON'Ts






Benjamin Franklin quotes

Would you persuade,
speak of interest, not of reason.

Benjamin Franklin

Benjamin Franklin quotes

Be persistent. Don't expect to "win" the first time. Your first job is just to start the other person thinking... More

Benjamin Franklin



Negotiation Tips from Getting to Yes,

by Fisher, R, and Urey. W.,

the Harvard Negotiation Project


Negotiating Agreement Without Giving In

Negotiating Principles

Separate the Relationship with the People from the Substance of the Deal

Be hard on the deal, soft on the people

See the deal from inside their shoes

Make your proposal consistent with their value

Focus on Shared Values and Interests, but not on the Positions Each Side Takes

Values define the deal

Each side has multiple interests be clear on yours, discover theirs

In Stuck, Brainstorm Options for Mutual Benefit

Be creative, think outside the box

Identify shared interest

Use Objective Criteria for Decision-Making

Strike a deal based on principle, not pressure

Agree on fair standards and procedures

Frame issues as a collaborative quest

  1. Set the tone early, offset any bad rumors, be candid.

  2. Utilize "human factors" and be open about feelings and motives: this will enhance trust.

  3. Avoid presenting too many issues, highlight the strongest ones.

  4. Avoid deadlines, lessening the chance for needless concessions.

  5. Summarize frequently: this enhances understanding.

  6. Present arguments calmly, without personalization, and make sure they are logically supported.

  7. Avoid use of personal opinions in arguments.

  8. Avoid ultimatums and other forms of non-negotiable demands.

  9. Admit, when appropriate, the validity of the other party's arguments.




  Humorous Advices  >>  Getting to NO  /  "Meet me halfway!"



Apply 80/20 Principle

According to 80/20 Principle, 20% or fewer of the points at issue will comprise over 80% of the value of the disputed territory; 80% of the concessions will occur in the last 20% of time available.

Tips for Global Business Travelers

Expect your meetings and negotiations to be longer than anticipated. Build more time into schedules... More


 "Trust only those who stand to lose as much as you
when things go wrong."
~ Bralek's Rule for Success

Pretending Ignorance: Smart Is Dumb

Socrates used this technique more than 2300 years ago. He pretended ignorance in order to encourage others to express their views fully.

Today, many world's smartest and fastest businesspeople have perfected this art consciously or unconsciously of paying dumb. "People who try to impress by pretending to be smart generally aren't. Truly smart people know that by playing dumb and asking the other party to repeat or explain things several times, asking lots of questions, they'll be better prepared to respond and then make a fast decision."







  Humorous Negotiation Tips


Negotiating Tips from the Murphy's Law Complete

Eddie's First Law of Business:

Never conduct negotiations before 10 a.m. or after 4 p.m. Before 10 you appear too anxious, and after 4 they think you're desperate.

Truman's Law:

If you cannot convince them, confuse them

Helga's Rule:

Say no, then negotiate.

Oscar Wilde humorous quotes

A little sincerity is a dangerous thing, and a great deal of it is absolutely fatal.  >>>

Oscar Wilde

Oscar Wilde humorous quotes

I like to do all the talking myself. It saves time, and prevents arguments.  >>>

Oscar Wilde

Mikhail Zhvanetsky humorous quotes, Russian jokes

If a person knows what he wants, he either knows too much or wants too little.  >>>

Mikhail Zhvanetsky