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Conducting a Negotiation - Part I

Conducting a negotiation:

Plan your negotiating moves carefully to establish a positive tone:

Negotiating is a much about listening and observing as it is about talking. You need ot be very alert to the mood of the negotiations, since this can change quickly.  Being alert involve using all your senses to pick up signals given off by others.

Anticipating the tone:

Your preparation should help you to anticipate how the opposition will approach the negotiation. Once in the negotiation, try to judge whether you anticipated correctly by noticing non-verbal signals, such as gestures.  If you are expecting an aggressive start, try to confirm this by reading signals from the other team-if they appear tense, your suspicions may be correct.