Be Human

Don’t try to be clever. In fact, don’t display cleverness. Talk softly and be pleasant. You’re trying to have the negotiator on the other table be on your side. People are more successful in closing negotiations when they are anchored on an existing and valued relationship. Share your troubles and problems if need be. You’re not trying to outsmart anyone here-you’re trying to obtain an amicable agreement with another person. This doesn’t mean you have to be good buddies with everyone you negotiate with. When she realizes she is not going against a ruthless opponent but rather someone who’s a real person, she’ll drop her guard and work with you.