dealling

If you don’t know what you are attempting to accomplish, it is virtually certain you won’t get there. Often, you aren't just negotiating for a good price, but adequate quality dates that need to be met and as little aggravation as possible. Before entering into a negotiation, sit down and think about -- and if it helps, write down -- what you seek to accomplish and prioritize your needs.

The other side has needs, too. They want what you are selling. They may want your endorsement, they may want credit for the deal, and they may need to hit a certain commission threshold. If you know both what you want and what the other side wants and can map priorities, it sets a negotiation foundation that should get to an acceptable agreement more quickly.

It does you no good to negotiate a contract if you fail to meet deadlines for either the negotiation or for the delivery date. Know what the pressures are and who is under them to help you avoid being put at a disadvantage and having to renegotiate the deal.

Look for leverage, and not just your own. Where does the other side have an advantage? Where do you? These will be tools that you will use, or have used against you, during the negotiation.

Where are both of you most exposed? Be careful here, though, because if either side is too aggressive with a critical weakness, it can cause the relationship (or the partnership) to fail. This also might suggest that the other side can’t actually perform under the agreement even if favorable terms are reached. If that is on your side, it might suggest a job change.