Negotiating Principles
- Set the tone early, offset any bad rumors, be candid.
- Utilize "human factors" and be open about feelings and motives: this will enhance trust.
- Avoid presenting too many issues, highlight the strongest ones.
- Avoid deadlines, lessening the chance for needless concessions.
- Summarize frequently: this enhances understanding.
- Present arguments calmly, without personalization, and make sure they are logically supported.
- Avoid use of personal opinions in arguments.
- Avoid ultimatums and other forms of non-negotiable demands.
- Admit, when appropriate, the validity of the other party's arguments.