MANAGEMENT: Need to negotiate? Remember these tips…

Rarely will a week go by without your negotiating skills being put to the test – whether by a vendor, a customer or an employee. Here are some quick tips to improve your negotiating:
– Always think long-term. Negotiations, if done properly, can build stronger relationships, and that’s usually what you want. Being overly aggressive or ruthless, or not bargaining in good faith, may bring short-term benefits but can destroy the longer-term opportunities you have with those on the other end of the agreement.
– Be prepared. Know your position: what your goals are, what you can offer and how it will benefit the other party, and what your limits are, what you are willing to give up in order to get what you want. You also need to know as much as you can about the other party: their limits or goals, what’s going to push them, etc.
– Listen. Don’t let your preparations lead you to prejudge a situation and presume you know exactly what the other party wants. Successful negotiators listen more than they talk.
– Don’t take it personally. Always uncross your arms and legs when negotiating, face the speaker and make eye contact; this communicates openness and a willingness to negotiate honestly. If you feel yourself getting emotional, ask to take a break or move on to a less difficult negotiating item and cool off before returning to the sticking point.