2. Never put things into writing unless you’re prepared to live with them.

3. Always have room to give something the other person will deem as a perceived benefit.

4. Know when to walk away, and be confident in doing so.

5. Know at least 5 things the other person wants that you can offer.

6. Know at least 5 things you can say that will discount what the other person is offering (price not included).

7. Always treat the other person with respect and dignity.  Negotiate over things and services, not over personal matters.

8. Never enter into a negotiating process until both sides are clear on what is being negotiated.

9. Use the sell / buy approach first.  Only move to a negotiating phase if you are unsuccessful.

10. Never offer up options until after the other person has stated their price and provided the details behind it.

11. Always put the negotiated outcome in writing immediately.  Do not leave issues open for further discussion.

12. Praise the other party upon delivery of the project.

To listen to an elaboration of this checklist, click below.

Negotiating Checklist to Ensure a Successful Outcome Audio

Mark Hunter, “The Sales Hunter”, is a sales expert who speaks to thousands each year on how to increase their sales profitability.  For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: 
Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, © 2008