Bill’s new book, Between Worlds, is dotted with “Richardson’s Rules,” which are the Gov’s master tips on negotiation, gleaned from his very sizable experience in that field. They’re also listed together in an appendix. While I’m not quite up to typing out all 25 rules, I’m sharing my ten favorites with you here. For the rest, go pick up the book!
– Share the credit. Politics and diplomacy are team sports. Acknowledge it.
– Your style can be informal, but you must show proper respect.
– Know where you can settle. Identify eight essential goals and achieve five.
– Don’t concede absolutely everything the other side is requesting. Get something in return, even if it’s minor.
– If you are negotiating an endgame, allow a dignified way out.
– You can walk out, but only if you’re prepared to walk back in later.
– Give up the locale. Don’t insist on neutral ground, but go to his or her turf. It’s the substance that counts, not the place where you negotiate.
– Carry a bunch of nice pens, but not necessarily of Montblanc quality. When your opponent admires one, give it to him. When your watch is admired, don’t give it away. If you do, it’s a sign of weakness.
– Have others deliver bad news; it keeps you viable as a future negotiator.
– In most meetings, the law of diminishing returns kicks in after five minutes.
I’ve had the book for a few days, but the demands of school make it pretty hard to get a lot of pleasure reading done. I really hope to have a review up by this weekend. Stay tuned.