Be careful what you say at the beginning and how you say it. Set a friendly tone. If you negotiate with a stranger, take time to establish rapport and develop relationship before the negotiation begin. Find ways to meet them informally or arrive early to chat before the negotiation is scheduled to start.

Avoid confrontational negotiations and bargaining over positions. Positional bargaining often impedes negotiations, destroys relationships and produces unwise agreements.

Participants should act not as adversaries, but as partners trying to solve a problem jointly. Separate the people from the problem, to reach a wise agreement efficiently and amicably.

Your People Skills