Negotiating Checklist

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