A negotiator should thoroughly prepare by learning about the opposing side's needs and priorities. During negotiations, one should vary the discussion between more and less important points, leaving critical issues for later. Strategic information should only be shared if useful information is expected in return. Offering to discuss the other side's important issues first builds good faith and provides insight. Linking small issues to larger priorities of the other side can help resolve minor matters without compromising major ones. Effective strategies include preparing well, developing a strategic plan, listening to understand the other side, and speaking minimally. Complex negotiations are best done in person rather than by phone.

1. Negotiations:
Strategies and Suggestions

2.  A negotiator should do appropriate homework to
learn as much as possible about the opposing side.
 The more that is known about them, the more likely
their needs can be met, while having your needs met
as well.
Negotiations

3.  Complex negotiations cover a multitude of points as
such it is best to vary the discussion, interspersing
critical points with things that are less important to
you.
 Care should be taken to leave critical points until later
in the negotiation.
Negotiations

4.  Strategic information – information that gives clues
to the negotiation strategy, should be handled
cautiously, and only when there is an expectation of a
return of useful information.
Negotiations

5.  Another strategy is to offer to discuss the things that
are important to the opposing side first. This strategy
serves several roles.
 First, it presents a good impression and shows good
faith.
 More importantly, is the opportunity to gain critical
information, such as what is most important for their
side, or to identify any major concerns.
Negotiations

6.  Another strategy is to link small issues to the larger
issues of the opposing side in order to resolve minor
issues without jeopardizing major points.
 Negotiators ask open-ended questions and listen
intently to the responses, never interrupting.
Negotiations

7.  Negotiation strategies include:
 preparing,
 developing a strategic plan of action,
 listening to gain insight into the strategy of the
opposing side, and
 talking very little.
Negotiations

8.  Sometimes the big idea has to be brought to the table
early in the discussions especially if it is challenging to
the other side.
 This strategy allows time for the initial reaction to
wear off and become more palatable.
 Time has a way of smoothing over situations, and
thus is in itself a negotiation strategy.
Negotiations

9.  Telephone negotiation works well for less important
deals.
 However, complex negotiations should not be
handled over the phone because the process is
ineffective and slow.
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10.  Bring to the table those with the same level of
authority or less as the opposing side.
 Let them make the suggestion to have decision
makers meet.
 Set ground rules beforehand, including knowing who
will be at the table and their level of authority, so that
your team is comparable in authority level or less.
Negotiations

11.  Fairness rather than significance is the ultimate goal
of negotiation. In team negotiations, never openly
disagree with a member of the team.
Negotiations