• Negotiation is the process of discussing ways to find a bigger solution for both sides.

• Aim high.

• Understand who has the power and how you’ll counter it.

• Negotiate with people who are able to negotiate with you.

• Ask lots of questions.

• Be patient – time can be power.

• Empathize, but do not sympathize.

• Keep communicating to advance relationships and the negotiation objectives.

• Avoid confrontation.  Never allow the negotiations to become personal.

• Know who you’re negotiating with.

• Give some on time.

• Know when to leave comments alone (the use of silence).

• Take notes.

• Expect the unexpected and rehearse.

• Maximize the value of your concessions.

• End negotiations positively.  Think how to make the outcome a bigger win for both sides.

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

Negotiating the Do's to Win Audio

or it can be downloaded through iTunes.

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