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Negotiation Success Tips

by Debra Schmidt    

Know what you’re worth both in the industry and within your organization.

Determine what you hope to accomplish from this negotiation.

Make sure you’ll be talking to the decision-maker, and learn everything you can about that individual.

SET GOALS AND LIMITS

Goals should be few and should be specific and realistic.

Distinguish between your negotiation goals and your personal goals.

Your limits define what you are willing to give up in order to get what you want.

Don’t state your limits early in the negotiation or you may paint yourself into a corner.

MAINTAIN EMOTIONAL DISTANCE

Emotional distance gives you the opportunity to objectively review the negotiation process.

Stop for a coffee or restroom break to pause the process for 10 minutes. This benefits both parties by keeping the negotiation more focused and effective.

In high-stress situations, you can ask for time to "sleep" on the decision or run it by someone such as your partner or spouse.

KNOW WHEN AND HOW TO CLOSE

Watch the other person’s body language for signs of receptivity.

Close as early in the negotiation process as possible.

Ask "what if" questions to get buy-in (for example: What if we could increase your employee retention by 5 percent?)

"No" is a close. Maintain a positive attitude and sincere enthusiasm in spite of the outcome.


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Emmy nominee, entrepreneur, author, television personality and winner of six national marketing awards, Debra J. Schmidt is one of the nation’s most versatile speakers and trainers. She is known as America’s “Customer Loyalty Ambassador” and author of Spe