SUCCESSFUL NEGOTIATING TA C T I C S

Copyright 1997-1998, Jon Samsel
• Formulate an agenda in advance of negotiations(what you need vs. what you’d like).
• Find some common ground with youropponent. Do they like sports? Do they havekids? Light conversation prior to negotiatingallows each side to be more forthcoming.
• Never lie. Unethical behavior is rarelyrewarded. If you must bend the truth, do itsparingly.
• If you’re an artist, try not to negotiate yourown deal. A tough negotiation is like a bitterdivorce. It sours the client / artist relationship.
• Listen calmly to your opponent’s requestsand arguments. There will be plenty of timeto present your counter offer later.
• Don’t be demanding, swear, or hang up onyour opponent (it only makes you lookchildish).
• Never concede a deal point unless youreceive a comparable deal point in return.
• You must be willing to walk away from adeal if you are being forced to concede apoint you are passionate about.
• Be careful what you ask for in a deal. Youmay actually get it.
• Take rigorous notes and follow up allmeetings with a memo outlining all agreeduponterms.
• Don’t gossip about the points in the finaldeal or tell stories about the opposing negotiator.The opposing side will most surelyremember your big mouth if you ever haveto negotiate with them again.
• At the conclusion of the deal, take youropponent to lunch or send over a gift basket.A simple act of kindness heals all egos.