| 1.
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Seek a win-win situation. Make sure both sides get something out of the negotiation. Lopsided victories often damage relationships and produce short lived agreements. |
2. |
Don't seat negotiating teams on opposite sides of the table. It sets a confrontational tone. Always try to sit next to your major negotiating opponent, not across from him. |
| 3. |
Obtain an advantage or a level playing field. Either schedule the negotiations at your office or a neutral location. Avoid the other side’s turf if possible. |
| 4. |
Don’t be locked in and pressured for time. Make sure there’s enough time to cover all your items. Some people use time as a tactic against you by stating they do not have much time. If this happens, reschedule the negotiations. |
| 5. |
Don’t be pressured. If your opponent wants you to make a decision, buy some time which could possibly lead to a compromise. Respond by saying if you have to answer now the answer is no, but if you can have some time to think about it, your answer may be different. |
| 6. |
Prepare thoroughly. Anticipate the other side’s demands, and come ready with counteroffers. When planning concessions, know what you want in return. Before negotiating, know as much about your opponent’s viewpont as possible and role-play the other side’s position with your team. |
| 7. |
Your questions should prompt answers that move the discussion forward and lead to more give and take and avoid questions that just elicit yes or no answers. |
| 8. |
Enter negotiations with a clear picture of the results you want, down to the smallest detail. You’ll avoid the unexpected — including concessions you hadn’t planned to make. |
| 9. |
Always be willing to walk — and call the other side’s bluff if necessary. The side with the greatest walk-away power has the upper hand throughout. Never want anything so badly that desperation causes you to make a bad deal. |
