The first principle of contract negotiation is don’t remind them of what you did in the past, tell them what you are going to do in the future.
Negotiation is a point of interaction of common interest. It means getting the best of your opponent. The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.
Any method of negotiation may be fairly judged by three criteria; it should produce a wise agreement, if agreement is possible; it should be efficient. And it should improve or at least not damage the relationship between the parties.
The game of negotiation takes place at two levels. At one level, negotiation addresses the substance; at another, it focuses – usually implicitly – on the procedure for dealing with the substance.
As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution. The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.
The characteristics of a successful negotiator are;
Their egos don’t get in the way of a win/win solution
They are creative and ready to consider ways of doing things differently
They are flexible
They have excellent self- control.
They are always well prepared
They are life- long learners
In business as in life, you do not get what you deserve, you get what you negotiate.
Chester L Karrass