1.      Always make sure you know what the other party is really looking for.

2.      Don't allow yourself to get sidetracked by the other party. Keep the conversation on the issues being negotiated.

3.      Seek to find alternative solutions that the other person would find of interest.

4.      Use time to your advantage. Know the other person's timeline.

5.      Don't allow the other party to know any absolute time constraints you might be under.

6.      Know how the other party intends to define success in regards to what he's negotiating on with you.

7.      Never use a weak voice when offering a solution. It may cause the other party to feel there is something else he can get.

8.      To display confidence, make eye contact when offering a solution or trading something.

9.      Use silence to get the other party thinking and to help reinforce your points.

10.  Never put anything in writing until the final negotiation is complete. Once something is in writing, it is very hard to get it changed.

Mark Hunter, “The Sales Hunter”, is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability.  For more information on his sales training or to receive a free weekly sales tip via email, contact “The Sales Hunter” at www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: 
Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, © 2007