The ten critical success factors
By Harry Mills

Of all the factors that contribute to negotiation success there are 10 key critical ones. Concentrate on these and you too will become a master negotiator.

1. Prepare thoroughly
   Thorough preparation is often the difference between success and failure. Time spent on homework repays itself a thousand times.
   
   
2. Focus on interests rather than positions
   The art of negotiation lies in reconciling interests - yours and theirs.
   
   
3. Know your priorities
   Successful negotiators value every issue and rank their priorities in order of importance. They trade off their low priorities in order to achieve their top priorities.
   
   
4. Make time work for you
   Top negotiators rarely get rattled by time pressure, display great patience and turn time into an ally.
   
   
5. Probe with questions
   Above average negotiators ask twice as many questions as average negotiators. Questions uncover needs, provide information, diffuse conflict, persuade and keep you in control.
   
   
6. Probe with conditional proposals
   Skilled negotiators probe for areas of movement with brief, tentative proposals. They make fewer instant counter-proposals, rarely say no and regularly summarize areas of agreement.
   
   
7. Explore lots of options
   Effective negotiators try to increase the number of variables, as each new variable creates more options for mutual gain. The more variables, the better the chance of a win-win settlement.
   
   
8. Start high, concede slowly
   Winning negotiators consistently aim higher, create room to move and concede slowly with small concessions at a controlled rate. And they always make sure the other side reciprocates.
   
   
9. Maximize your power
   Like a skilled card player negotiators know how to play a poor hand. For them power is largely a state of mind - a matter of perception.
   
   
10. Adapt your strategy to fit the situation
    The best negotiators are win-win motivated. They are constructive, explore options for mutual gain and try to satisfy both sides' interests. However, they are first and foremost adaptable, they adjust their strategy and tactics to fit the situation.