The Negotiation Process

1) Always try to negotiate for at least 15 minutes. Any less than that and it is
unlikely that either party has had enough time to fairly consider the other side.
Generally, the size or seriousness of the negotiation determines the amount of
time needed to negotiate it. Setting a time limit is a good idea. Approximately
90 of negotiations get settled in the last 10 of the discussion.
2) Always offer to let the other party speak first. !his is especially important if
you are the one making a re"uest for something such as a raise. !he other party
may ha#e o#erestimated $hat you are going to ask for and may actually offer
more than $hat you $ere going to re"uest.
3) Always respect and listen to what your opponent has to say. !his is
important e#en if he or she does not extend the same courtesy to you. %o your
&est to remain calm and pleasant e#en if the other party is displaying frustration
or anger. 'emem&er some people $ill do anything to intimidate you.
4) Acknowledge what the other party says. (#eryone likes to kno$ that $hat
they say is important. )f the other party opens first, use it to your ad#antage, &y
paraphrasing $hat you ha#e heard. 'epeat their important ideas &efore you
introduce your o$n stronger ones.
5) Pay attention to your own and your counter partners !ody
language. 'e#ie$ the chart &elo$ to learn ho$ to interpret &ody language during
the negotiations. *ake sure that you aren+t con#eying any negati#e &ody
language.
"anguage to use to show understanding#agree$ent on a point%
) agree $ith you on that point.
!hat+s a fair suggestion.
So $hat you+re saying is that you...
)n other $ords, you feel that...
,ou ha#e a strong point there.
) think $e can &oth agree that...
) don+t see any pro&lem $ith-harm in that.
"anguage to use for o!&ection on a point or offer%
) understand $here you+re coming from. ho$e#er,...
)+m prepared to compromise, &ut...
!he $ay ) look at it...
!he $ay ) see things...
)f you look at it from my point of #ie$...
)+m afraid ) had something different in mind.
!hat+s not exactly ho$ ) look at it.
/rom my perspecti#e...
)+d ha#e to disagree $ith you there.
)+m afraid that doesn+t $ork for me.
)s that your &est offer0
Body Language Possible meaning
Avoiding Eye Contact Lying
Not interested
Not telling the whole truth
Serious Eye Contact Trying to intimidate
Showing anger
Touching the face/fidgeting Nervousness
Lack of confidence
Submission
Nodding Agreeing
Willing to compromise
Shaking the head/turning aay Frustrated
In disbelief
isagreeing with a point