In this article (taken from the book, Cheetah Negotiations) you will learn the value of commitment and asking permission to gain commitment to your objectives. Commitment will help you and the other party focus on the issues at hand and move through the negotiation fast. Understanding human nature can give you the self-awareness to keep you from unknowingly compromising or falling into typical sales traps. Knowing common negotiation tactics will save you time; you'll know not to play out those dramas.

The Five Scenes

There are five standard scenes in every negotiation play. While each negotiation is different with respect to the outcome, the process is the same, whether you are consciously aware of the steps or not. You can move a negotiation along faster and more effectively if you are conscious of those steps. Following this process also engenders commitment from the other party to interact with you on your terms in a more positive and less adversarial negotiation setting.

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