Monday, April 15, 2013

Negotiation Tips
for Software Developers

In negotiations, don't label or pigeonhole your opponent. So says Herb Cohen, the author of "Negotiate This! by Caring, But Not That Much." Labelling or pigeonholing your opponent limits your options, and hurts your ability to negotiate effectively.

Cohen urges us to recognize unstated needs. We have to figure out what motivates our opponent.

It's important to make the other person like us. We're more likely to get the opponent to say "yes" if he or she can identify with us.

In the software development industry, we're continually negotiating with developers, eCommerce service providers, download sites, consultants, banks, printers, and other stakeholders. Cohen's book is a great tool to strengthen your negotiating skills.

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