Cash Nickerson

A negotiation is a complex mix of elements. Each one of which can make or break a deal.

Here are some critical to do’s before you engage.

• Beware the strategic deal
• Discover the “Why” first
• Open with risk-reducing small talk
• Understand the motivation of each player
• Ask open-ended questions
• Listen carefully to answers
• Leave yourself some ‘wiggle’ room
• Be flexible and ready to adjust
• Know yourself
• Know your team
• Know who you are negotiating with
• Do your homework
• Knowledge is power – research everything
• Practice your body language
• Learn to read the opposition’s body language
• Keep your emotions in check
• Familiarize yourself with different types of bias
• Evaluate the type and degree of bias in all participants
• Take frequent breaks
• Get into top physical shape for maximum stamina
• Get into top emotional shape for maximum resilience
• Get into top cognitive shape for maximum focus
• Always do a post-negotiation assessment