by Kim Rogers

Created on: January 06, 2009

14 Strategies for the Successful Negotiator

A successful leader should be adept at the art of negotiation. Sooner or later in your capacity as a leader/executive, you will find yourself at the negotiating table. These 14 strategies will help you become a successful, respected, and formidable negotiator.

The word NEGOTIATION is defined as follows:

A mutual discussion and arrangement of terms of a transaction or agreement;

a discussion intended to produce an agreement;

the activity or business of negotiating an agreement;

coming to terms (Oxford Dictionary)

Today's definition of Negotiation is:

(BEST) A mutual discussion, transaction, or agreement, garnering you with as much of what you want(ed) while leaving the other person(s) feeling they got as much of what they wanted as well! That is why this is called The Art of Negotiation!

(2nd Best) A mutual discussion, transaction, or agreement, garnering you with as much of what you wanted, while leaving the other person(s) feeling they've lost a considerable amount, but to a better person/entity/player

Hint: they feel bad, but not bad enough not to have a cocktail with you at a later date, and discuss how you got the better of them.

(Not Good at ALL) A mutual discussion, transaction, or agreement, which may garner you all, some, or none of what you wanted, while creating an enemy of the other person(s), and a 99% chance of retribution in the future, and making it impossible for you to do business with them in the present!

So, how do you position yourself to achieve the Best results of your negotiation efforts?

1. If at all possible, negotiate on your own turf!

2. If the above is not possible, try to manipulate the negotiation to take place on neutral ground (especially a place that serves food)

Why? Because food makes everyone happy! (Don't eat until you've gotten what you wanted)!

Why? Because food will make YOU happy too, and cause you to lose your edge!

3. If you have to meet on their territory be as prepared as possible because you are already at a disadvantage.

4. Don't appear anxious! Even if your innards are screaming, appear calm and collected at all costs. Smile when and where appropriate.

5. Know your prey!

I cannot express enough the importance of knowing who you will be negotiating with. You need to study them like a test. Know their likes and dislikes, how they've done business in the past, what their goals are, and their agenda; their weak points and strong points, their vices and virtues, their soft spots (there's always

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