Rules of Negotiation

1. Don't, unless you need to. Always evaluate your needs honestly and never negotiate as it always requires compromise - at a cost.

2. Never negotiate with yourself. We often 'round down' our offer, to below the psychological offer, so make sure that you are clear with yourself about your bottom line before beginning the negotiation process. Decide in advance what matters to you and what doesn't; realize where you will compromise and where you will stick to your guns. Don't forget that they will be thinking 'I'm not going to accept the first offer, whatever they may say.'

3. Likewise, never accept their first offer. There is almost always a different (better) offer behind this one. Be aware, however, that you can annoy the other party by doing this; they will think they should have asked for more resulting in a perception of a lose/win conclusion (they lose, you win).

4. Try to avoid making the first offer (if you can help it!) It leaks your bottom line straight away. It might be a good offer but they will probably be taking rule 3 into account. It puts all of the 'value' pressure on you every time

5. Listen more and talk less. Good negotiators lead by listening, not talking. Let them ramble and this provides you with the opportunity to pick off the leaked messages. Whilst you are listening you can't leak your own position!

6. No free gifts. No one values a free gift for long - a free