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over the telephone and in writing. Initiate the negotiation process
so that you have the advantage of preparation and timing.

4. Prepare your presentation... point by point. Outline your
presentation carefully. Place emphasis on benefits to the other
party.

5. Anticipate reactions, objections and responses. If possible,
brainstorm with others who have had similar negotiations to get a
jump on what to expect. For each objection or reaction, list
positive responses, alternatives and examples that counteract the
negatives.

6. Structure your presentation to ensure agreement on one or
two points at the beginning of the negotiation. For example, "I
think we can agree right away that we have a problem and that we
both/all want to resolve it." Initial agreement on minor issues or
points early on in the negotiation process sets a positive
atmosphere for agreement in later, more significant stages.

7. Determine paybacks and consequences for each party in the
negotiation. A clear understanding of paybacks and consequences
makes it easier to determine when and how to make concessions
and when and how to stick to your requirements and requests.

8. Prepare options rather than ultimatums. An ultimatum should
be used only as a last resort when you are sure you can back it up
and the other party knows you can back it up. Even then, in
virtually every negotiation there are options and alternatives that
reduce defensiveness and lead to positive resolution for all parties.

9. Get comfortable with silence. Many negotiators feel compelled
to jump in with arguments and comments each time there is a
pause in the interaction. Practice holding back on comments and
responses. Silence can be a very powerful negotiation tool.

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