How to Negotiate Your First Contract

Steve Strauss:

I used to negotiate on a daily basis, and therefore negotiating is something I like to do, almost by instinct (much to my wife’s chagrin!) Whether it is attempting to whittle-down the price of caterer for an upcoming shindig or seeing whether the cabdriver will take me someplace for a reduced, flat-fee, I generally find negotiating both useful and fun. So, yes, I do have a few suggestions. Here are a few of my favorite tips:

• Start slow, if possible.
• Come in over-prepared.
• He who offers first, loses.
• Have some good tactics ready.
• Silence.
• Flinch.
• Good cop/bad cop.
• Remember it is a negotiation.
• Be willing to walk.

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