What makes a successful negotiation?

You not only get what you wanted in the first place, but the person giving it to you is enthusiastic because the result benefits them too.  Both of you feel a sense of accomplishment and you were each treated fairly in the process.  The integrity of both parties is preserved and they are comfortable enough to want to deal with each other again.  And there is a sense of security that both parties will keep their word.

TIPS FOR SUCCESS:

AVOID A MEETING ON THEIR TERRITORY

People tend to have the most intimidating power in their own environment.

• Meeting in a location where you feel the most comfortable will give you an advantage.
• If you cannot convince them to come to your location, try and offer to take them to a neutral location where you feel comfortable.           
• If meeting at a restaurant or other public place is distracting or not private enough, then by all means find a location that suits you and the situation best.

PICK A MEETING AT THE TIME OF DAY WHEN YOU ARE AT YOUR BEST

• If it takes you hours to be really alert each day, then do your best to avoid meeting until later in the day; however, if you are sharp as a tack at 8:00 a.m. on Monday morning (typically a time when most people are most distracted), then schedule accordingly!

ALWAYS ARRIVE EARLY FOR YOUR MEETING AND NEVER, EVER BE LATE

• Being on time validates at least some of your professionalism and being late will disrupt their day and put you at an immediate disadvantage for everything you are trying to accomplish.

AT THE MEETING, POSITION YOURSELF FOR THE MOST POWER

• If you are alone with an opposing group, sit where you can easily make eye contact with all of them without stretching and turning.
• Learn their names and use them immediately.  It helps you to prepare by getting the list ahead of time.
• If you have a large group opposing their small group, sit together for the influential power of the team.
• If they have a large group opposing your small group, then intermingle as much as possible to diffuse the influential power of their team.

PRICE IS NOT ALWAYS A KEY ISSUE

• Find out ahead of time what is the most important to them and figure out a way to fill their needs in your initial proposal.

THE FIRST PERSON THAT MENTIONS A NUMBER ALMOST ALWAYS LOSES

• Compromise is almost always expected in any negotiation.
• Never offer a range of numbers you will accept; it will instantly be assumed that you will accept the lowest number you mentioned or the middle one at best.  Use this knowledge to your advantage if you are offered a range of numbers as your choice.

DRESS FOR PERSONAL EMPOWERMENT

• Prepare far in advance by pre-selecting the colors and outfit that not only fit the environment of your location and are appropriate for the situation, but that also make you feel enthusiastic and empowered.
• Never wear perfumes or colognes.  Many, many people have allergies and this would disrupt focus.
• Clean breath with a smile and neat, clean appropriate clothing is essential.  If you have tattoos, hide them.  Keep jewelry, make-up, etc. to a conservative minimum.
• Be energized in your personality.  Almost no one wants to do business with someone who is not enthusiastic.  If this is not your general personality, then plan and prepare to make it happen.

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