Published: November 4, 2025
- Be prepared. Know more than your opponent does. There’s no substitute for knowing what you’re talking about.
- Read your own proposals. Nothing makes you look dumber than having your opponent tell you what your own proposal says.
- Have a goal. Negotiate with a goal in mind, do not just respond to demands.
- Have a game plan. Everyone on your team should know where you’re going and how you will attempt to get there. Discuss it ahead of time – each session. Good partners can help prevent errors.
- Keep notes. If you end up in a dispute, you should be able to state correctly whether or not an issue was discussed and to what extent. It may help refresh memories as to the intent of the parties at the time. Also, during the bargaining, the pattern of concessions may give you some insight to where your opponent’s going.
- Keep in touch. Know what your boss/client is thinking – if you win all the marbles and he’s not happy, you lose. Period!
- Patience is a virtue. Especially in negotiation. Be prepared to spend whatever time it takes to win. Wear your opposition down – if you’ve got the time – use it.
- Silence is golden. Nothing comes out of your mouth you don’t already know. Something useful may come out of your opponent’s – listen for it. Always look like you expect him to say something – he probably will.
- Use your eyes. Watch your opponent. Watch your opponent’s body language for consistency or emphasis – an d remember that the other side of watching you.
- Think positively. There is no better guarantee of success than a total unwillingness to accept failure.
- Control your emotions. Anger, frustration surprise, fatigue, emotions generally, if uncontrolled, lessen your effectiveness. They may also be used as tolls or ploys.
- Question your preconceptions and assumptions. Your preconceptions and assumption, not your opposition, are your highest cost item and the most likely cause of failure.
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