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

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

• Seek to find alternative solutions that the other person would find of interest.
• Use time to your advantage. Know the other person's timeline.

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

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

• Never use a weak voice when offering a solution. It may cause the other party to feel there is something else he can get.
• To display confidence, make eye contact when offering a solution or trading something.
• Use silence to get the other party thinking and to help reinforce your points.
• 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.

Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, © 2007

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