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Set up your target and identify a realistic goal with no "discounts". Examine the alternatives and always keep in mind your BATNA. Make your meetings short. Good luck :)
Prepare an agenda defining your optimal & least goals, on top of your prepared arguments try to utilize any new market developments, govenment policies, politics, national or international head news information to support your arguments, prepare to give in order to take, be focused in the subject, and finally DON'T ASSUME because bad assumptions can lead to leave some benefits on the table...
a) Prepare well yourself about the main thing that you´ll negotiate
b) Search information which are the best skill of yours interlocutor and profile type of negotiation that he/she privileges
c) Search which benefits that person search in the negotiation - sell benefits, not characteristic of the product/service
d) Be prepared to have several cycles steps in that negotiation:1) Planning and preparation2) Approach3) Presentation4) Handling objections5) Closing6) Follow up
c) Learn what your´s competitors offer to that interlocutor
d) Try to find out which are the motivations that your interlocutor has to make the business with you
e) You should ask more than talk
f) Make questions (open ones) to listen what he/she has to say and learn more about his/her needs
g) Look what surrounds him/her. Sportif memorable maybe it´s a trigger to you start some conversation in that field in the beginning of the negotiation (will allow you to relax and get close to him/her)
h) Don´t try to "defend" or answer all his/her arguments/demands ; maybe some are only to obtain more concessions that you offered until then.
i) Show that you are a confident negotiator too, that you are compromised to achieve both satisfaction in these negotiations, that can lead to the sale or not (in a short period). Give him/her some successes examples
j) Try to make the negotiation in your company or in a place/environment that is familiar to you.
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