Deal Negotiation

SOME ADVICE ON THE SOFT ASPECTS OF DEAL NEGOTIATION

All "good" deals are a win-win

If both parties have to live with the deal downstream,
it must be positive for both.

No "good" deal ever falls apart on price alone

Carefully assess what's really behind any significant
price differences.

Always measure intent , not just words

"Why are they saying/proposing this?"

Be very prepared when you go to the negotiating table

Surprises are for birthdays.

Always know your walk-away position , and change it judiciously

More bad deals stem from this failure than anything else.

Your worst enemy at the bargaining table is time pressure

When you have it and they don't, you're at a significant disadvantage.

Use "can do" attorneys

"Can't do" attorneys will cost you time, money, and
perhaps the deal.

Don't get emotional

If they're thinking clearly and you're not, you're finished.
As Don Corleone said, "It's just bus-i-ness." And remember
what happened to Sonny.


© Carl Pavarini
School of Engineering
Stevens Institute of Technology