List Their Requirements

The secret is to try and establish what is on the other party’s agenda and in what order. In other words, establish what is most important for them. Be prepared and draw up an outline of what the other party may need most, including personal and emotional aspects. Put a value on each item on your list.
Everything that is part of or related to a deal has a value. Everything is valuable to you or your organization, even if it’s not on the price list. When negotiating, try to look beyond the request and demands of the other party and attempt to understand their real intentions and motives. Seek to meet this dominant, often hidden need, and you are well on the way to winning the negotiation.