Tips for Negotiating

Are you a good negotiator? Here are 18 tips for doing it better:

1. Understand the other person's needs.
2. Negotiation is not an "I-win-you-lose" affair.
3. Be prepared by having all the information you need.
4. Write down your goals.
5. Know what you can give up.
6. Plan your negotiations.
7. Know the other party.
8. Listen carefully and actively.
9. Ask proactive questions.
10. Never assume anything.
11. Be assertive - not aggressive.
12. Communicate clearly and neutrally.
13. Take notes.
14. Be on track with your needs.
15. Watch body language.
16. Clear up any misunderstandings promptly.
17. Know when to take break.
18. Know when to walk away.

From "When the Negotiations Begin, Listen Carefully, Stay on Point." Information Outlook, March 2007.