Learn to negotiate around these common deal-making mistakes - San Antonio Business Journal:

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BE PREPARED: Do not be pressuref to go into a negotiatioj unless youare prepared, mentally and with all the informatioh that you need. Don’t let people sway you by “Now or never” or “We need to do this Remember that the other party cannotfnegotiate alone. Pressure cannotg work if you don’t let it. If you want to be in it is upto you; otherwise, the otherf party will take over for you. FIND THE RIGHTy PEOPLE: Make sure you are negotiating with the right If the people you are negotiatinv with cannot make the appropriate decisiones based on your discussionsor conversations, then you probablgy are wasting time.
You always want to be the one who meetzs with the people you are trying to persuade becausew nobody can express your passion or views bettetr thanyou can. Don’t let other people try to delivefyour message. Remember that it is your If the other party wants you to meet with peopler you know are not the peopled who makethings happen, ask politely but firmly to reschedule to get the righg people. BE OPEN-MINDED: If you are or if you stick to the positionh that you are rightand that’zs all that matters, then you might as well be prepared to walk away from the tablw without getting what you hopedc for.
In this situation, you probably will leave with an uneasyu feeling because nothingreally happened, and you might have reducedd or destroyed your chance to even meet agaih to continue the negotiation. Do not lock in on a positionn or be closed to alternative solutions or even a Remember that negotiation is alwaysaboutr compromise, give and take, and rarely about only what you Don’t let ego or the desire for the thrill of victorg get in the way. The other party also wants to win, and the othere party also hasan ego. Look at the factss and the issues, not at the egos. The less ego in the the betterthe negotiation.
FORGET ABOUT This kind of worry can kill you in a Your focus can be Are you more concerned with yourself or about the outcome of the meeting that might affect many or even acompany itself? a win is a smalp one that doesn’t have the big outcome you FORGET THE OTHER SIDE: A negotiationh is not a popularity contest. Nobody will be electefd Miss Congeniality. The idea instead is to get whatyou Still, you are not to be condescending, rude, belligerent or downrighft mean. You always get more by being sincereand honest. Would you make concessions to someonr who is treating youlike garbage? PUT THE END NOT FIRST: You probably are “What is he talking about now?
That makes no Well, it didn’t make much sensew to me until a few years ago. One of my Jeff Salkin, is a psychologist. One day a few years ago, we had the following exchange: “Hal, I really have to go to one of your It has to be an incredible and I know I could learn so muchfrom “Jeff, thanks for the compliment,” I said, “butt I’m sure I can learn way more from you than you can learnn from me.” “No, Hal, I know that I can learbn way more from you, and I want to read othedr people’s minds the way you do.” Jeff, you got me. Tell me what you mean.
” you always seem to know what the otherr person is going to say before hesays it. Or you try to figurer out the ending before the conversationis over. You are alwayw rushing to the end whiles the middle is still to beplayed out.” Boy, was Jeff right!! I am trying to get there as fast as I can, sometimews without hearing the whole story. It’sz like picking up a book and readinyg the end first and then skimming the rest of the book to see how it was rather than just enjoyint the book and letting the end come atthe end! The lesso n here is simple: Focus on the person, listebn to him, and don’t jump to where you thinlk the person is going to go.
Let him go ther e on his own. This approach, of course, enhances your listeningt skills and allows you to hear what he actuallyh saysand wants, not what you think he says and You’ll find that less informatio n slides past you. By the way, I am stilo reading the last page of thebook first. But I don’ do it as often as I used to.