.Negotiating is uncomfortable to most of us because it creates tension and potential conflict. Like most other skills, effective negotiating takes preparation, patience, and practice. Reading a list of bullet points wont make you an expert but it can help you prepare, build confidence, and courage to ask the tough questions. A few pointers are listed below. 

What’s in it for You?

Prepare of list of strings you want to get. Determine your must-haves and delighter (or nice-to-have) features, their value, and which you could concede. Think outside the box. There’s usually more to a deal than price.

When you make an offer or counteroffer, always try to keep some strings in your deal that you can concede. Possibly in a portion or entirely but have something in your back pocket to carry on a good-faith negotiation.

Be creative. Beyond a lower price think about quality performance, delivery, freight, attributes, warranty, service levels, and payment terms. Certain characteristics may be worth more than others (i.e. color, style, brand, type of material, software). The list of potential strings is nearly infinite and varies from deal to deal.

Anticipation

Anticipate the goals of the other party. Try to determine the value of everything you have to offer. Determine the value to the other party and what it cost you to give up.  

Anticipate the pressure the other side is under especially if they are under the pressure of time and you are not (i.e. are they trying to achieve milestone, a bonus, etc.)

Don’t Go First

Listen first, pry, be patient. Let the other………