Do not try to be pleasant. It's true that most people want to be pleasant and popular but this is not appropriate in negotiation process. During the negotiations you will have to say “No” many times and displease your “opponent”. If you can't accept that then let someone else do that job.



Stay focused. Chit chat is the last thing you need. Remain on your primary goals you have set and do not let the conversation go beyond that. Don't be the one who talks more. The more you talk the more your opponent will know.

You have to be prepared before the procedure. Learn everything for the other side, their financial status, older negotiation results, other deals they have done, the arguments you expect they could possibly develop.

Where the negotiations take place? This is critical. There is a debate on that. Some people believe that negotiating in your base will make you feel better and more comfortable during the process. Some other think that negotiating in your “opponent's” base can provide you valuable information for who he could be and what can you except. The third view specifies the need of a neutral place. All could be right or wrong.

Go for the higher offer. If you plan to sell your house 100.000$ you will not start the offer from 100.000$.You have to start from more. In that way you will have more space for shifts. You have to set these goals before the beginning of the negotiations.

Focus on your strong arguments and on the other side's week arguments. Doing this, you will have the upper hand and you will gain more in the outcome of the negotiation. Do not let happen the opposite! If not you will loose more than you expected in the first place.

Avoid the early concessions. Try to be the last who give up. You should expect your opponent negotiator to make the first move.

Don't accept the first offer. The first offer is not the last, almost never. You will get a better one if you insist.

Try the “salami” tactic. Don't ask for the whole thing but a tiny piece. Since there is not going to be an objection from the other side then you can ask for another tiny piece. This tactic is popular in diplomacy between countries but it can be adapted to individuals too.

Don't be impatient. If the deal is very important, be prepared for long and tiring negotiation process. If you are in hurry to close it you will have to give more in order to do that.

Do not accept no always as an answer. It's been proved that no can be transformed to yes with the appropriate arguments.

It's not a personal matter. The other negotiator is a human too. There is no need to take it personal and get angry if it's not going as you wanted to be. You can be a tough negotiator without being hostile.

Avoid the big lies. You won't be believable. You can twist around but lying will lead to dead end.