1



Don't ?lay your cards on the table? from the start - explore the other party's position and aim high you can come down, but it's almost impossible to ?readjust? upwards.

2

Plan ahead. What is the other party seeking to achieve? What are you looking for and what alternatives do you have? Try to think of other strategies - if you enter negotiations with no options, the other party may take advantage. What is the worst deal you are prepared to settle for? This isn't what you set out to achieve, but if you you can't achieve this ?minimum? walk away.

3

Be confident, cheerful and positive. Look to craft a deal that gives both parties what they want win/win

4

Prepare an agenda and put it on the desk as soon as you arrive.

5

Take a quick thinking companion with you

6

Don't talk too much, let the other party fill the silence. They may reveal a lot in the process.

7

Don't be afraid to say ?NO? - you want to show willing but the other party may exploit that. Be particularly careful if the other party tries for a last minute concession if this happens say that everything else is ?again? up for discussion.

8

Buy time if you need to think something over. Take a comfort break, or say you need to check something out or get approval from the office.

9

Don't avoid discussing problem areas just because the other party doesn't raise the issue. These things almost always rise to the surface eventually, and its better to deal with it than to sign a deal that cannot be implemented, or worse still one that is going to lead to litigation.

10

Never give something away for nothing in return. As you negotiate link things together no matter how unrelated they might be. If the other party clearly wants something which you are happy to give ?stash it to one side? until something crops up that you want, then bring out your bargaining chip.