1. Prepare carefully in advance. Find out all you can about the other side and what they might want; at the same time, establish your own goals.
2. Reach for a win/win solution. Both parties should feel:
- They have accomplished something important.
- Their needs have been acknowledged.
- The negotiations were conducted fairly.
- They would be happy to work with the other party again.
- They believe the other party will honour the commitments made during negotiations.
3. Don’t ask for everything up front. Wait until the other side has decided to go ahead with the deal and then say ‘I assume this includes X?’ When people have made a decision they can be vulnerable to this tactic.
4. Challenge any ‘problems’. If someone comes up with a ‘problem’ – for example, “we can only spend £6000” - test it for validity. Try saying: “So if we were able to provide the perfect solution but it was £7000, we couldn’t do a deal?” If they hesitate you know the price is negotiable.
5. Have a ‘higher authority’. Say there is someone you need to check with before agreeing – that way it’s not you refusing, it is the higher authority.
6. Set aside an impasse. Use the set aside technique – “OK, we can’t agree on that. Let’s set it to one side – now what can we agree on?” After they’ve invested a lot of time in negotiating other stuff, they may move on the previous impasse.
7. Listen more than talk. Do not argue: agree with their statements then try and turn it round.
8. Flinch. Visibly react in a negative way to an offer.
9. Quid pro quo. Any time you give a concession, ask for something in return – but do it straightaway.
10. Retain perspective. Concentrate on the issues not personalities. Do not get emotionally involved.
