1. Five Secrets for Successful
Negotiation
The word "negotiation" can conjure up negative images of
conflict and struggle. But successful negotiation is about
discussion aimed at reaching an agreement.
An adept negotiator uses skillful techniques to reach a deal
without aggression. While negotiation skills can require some
practice, becoming a good negotiator is within reach. It just
requires following some basic guidelines that focus on the
ultimate goal: successfully reaching an agreement
acceptable to both parties.
Here are five tips for negotiating successfully.

2. 1. Prepare yourself with facts.
Before entering into a negotiation, arm yourself with factual information.
Get as much information as you can that is relevant to the subject of
negotiations. This also involves asking yourself a series of tough
questions. Why do you want to do this deal? Why does the other side
want to do it? What's in it for everyone? Then work to get information
that benefits not only your position, but theirs, as well. Having facts on
your side gives you a position of strength and instills confidence.
2. Decide what you want to achieve before you begin.
Great negotiators know what they want before entering into a discussion.
Better yet, they know what they won't accept. Most, if not all successful
negotiators say that they have a "walk" point. If you aren't willing to walk
away, then you're potentially setting yourself up to make a bad deal.
Also, know going in that you aren't going to win every point. Decide in
advance what parts are important and what parts you're willing to
concede.
And never, ever concede beyond your "walk-away" point. Losing a bad
deal is always preferable to making one.
3. Always search for the "win-win" scenario.
Too frequently, people think of a negotiation as a zero-sum game. This
means that one party wins and one loses. Successful negotiators see a
negotiation as an opportunity for both sides to win. Author Jeff Weiss
refers to this as "negotiating to interests." For example, in a salary
negotiation, the employee wants a higher amount than what is offered,
but the salary isn't flexible for the employer. Seeking creative solutions to
fill the gap is a way to create a "win-win" scenario. Perhaps the company
can provide flexible work hours, daycare reimbursement, graduate school
tuition, etc. that don't cost it much but are of tremendous value to the
employee.
4. Treat the other person fairly.
Research data provides an interesting revelation about negotiations.
Many times, a negotiation breaks down because one party feels that the
other wasn't treating them fairly. What does this mean, exactly? In most
cases, it means emotions and ego overcame rational discussion. Pounding
on the table and giving an ultimatum may make for great theater in a
movie or stage play. But in real life, these things rarely get deals done.

3. Keep a cool head, be respectful, and treat the other people at the table
the way you want to be treated. These things will go a long way toward
not only getting this deal done, but giving you a reputation as a fair
dealer when the next negotiation comes along.
5. Get a decision.
All of the brilliant planning, strategy, and tactics employed by the most
skillful negotiator are meaningless without an agreement. This can often
happen when the other side just can't get to a decision. Indecision can
come from many places, but as a negotiator, you should be prepared for
it in advance. Make the decision part of the negotiation, and do it early in
the process. Set a timeline, discuss the criteria, map out the hurdles that
might delay getting a final agreement approved and implemented.