Learn the key principles of negotiating and why you should apply these principles to every negotiation.

Video Summary:

• The keys to effective negotiation are:

  • Clear objectives

  • Thorough preparation

  • Good personal relationships with the other side

• It's essential to begin with clear objectives

• You will probably need to modify your goals as the negotiations proceed

• You will want to master the key facts and figures and check them for accuracy

• Hard information will usually help win the negotiation

• You may want to consult experienced colleagues and other experts for advice

• Rehearse your case presentation before the negotiation

• Make sure you research as much as possible about the other side's objectives

• Research the people you will negotiate with and get to know them on a personal level

• The key to negotiation success is often a personal relationship between negotiators