1. Madelyn Valine-Taylor

2.  It is the process of two or more people bargaining that have their own aims, needs or viewpoints that are trying to come to a common ground.

3.  Organize thoughts  Don’t think about it, think through it  Consider the outcomes before responding  Recognize actions (body language) speaks louder than words  Be concise  Translate message into benefits  Listen carefully to other party

4.  Be receptive to the other party’s message.  Make a commitment to listen and not interrupt.  Listen for feelings, as well as facts, and consider the other party’s concerns.  Eliminate distractions.  Respond to the other party with open ended questions that stimulate conversation. Rephrase information to clarify your understanding of his or her message.  Take notes on the important points the other party makes, and keep these points in mind as you formulate your responses.

5.  Identify the bottom line. What is your walk away point from negotiations?  Consider the objectives and motivations of the other party.  Plan the sequence of the negotiations (start at high point and move in small increments to bottom line)  Prepare for meeting by knowing your own objectives and motivations  Knowledge is power have facts, cost, comparable prices etc ready

6.  If other party makes first offer allow this move to gage response and set parameters to obtain benefit.  Start discussion on mutually agreed points  When proposing deal use “I will do this for you and you will do this for me” to establish authority and confidence in negotiations  Make argument incrementally to avoid going to lowest point to quick  Know when to walk away. If other party is ready to settle be prepared to close the deal.