> Use a number scale – Put a number on your feelings.  1 – I can live without it, up to 10 – I have to have it.

> Do homework on your counterpart – The more you know about the other negotiator, the better.

> Rank what you want from high to low priority – Know what you want going in.  What’s the most important?  Least important?

> Listen carefully to what your counterpart says – The less you talk, the more the other negotiator will say.  Listen and learn.

> Have the confidence to make the first offer – S/he who strikes first has the advantage.  Your initial offer will set the anchor around which all further discussion will center.

> Share some information with your counterpart – Negotiation is a shared activity.  The desired result is a win-win.  Your counterpart is not your enemy.  Share some information.  Get on with the dance.

> Be able to walk away – If you can’t walk away, you have to accept the deal.

More information is in the training plan on Persuading.