What are some of the fundamentals to effective negotiating?

1. Be prepared with information, facts, comparable prices or costs, etc. Avoid going into any negotiation and coming across as either uninformed or unreasonably aggressive.
2. Make your arguments and proposals incrementally and strategically. Avoid going immediately to your lowest point of acceptance, or bottom-line.
3. your objective is what you want to achieve — your bottom line is what you absolutely have to achieve.
4. Know when it is time to close or break off discussion. If the other party is ready to close the deal, and it is acceptable to you, make it easy for them to do as little as possible by having everything ready to sign

The first task in a (difficult) negotiation before taking any course of action:

•           Collect and analyze data

•           Data is more persuasive than unsubstantiated opinions

•           Seek evidences that supports credibility of data useful

•             Keep emotions out of picture

When preparing, follow these steps:

Step1: Collect and analyze data.

To be sure that we know what we are negotiating about, not to negotiate about impression, feelings and assumptions.

Step2: Identify the interests and the tradables

Identify the interests of both parties and the tradables which affect the interests of the parties.

Step3: Prioritize the tradables

Use a simple High (‘H’); Medium (‘M’); Low (‘L’) approach where H are walk-away issues, M are issues you want to achieve and L are issues you are willing to trade (but not give away).

Step4: Set out the tradables

Step5: Add the entry and exit points

Add the entry and exit points for each tradable. At this point we have addressed all of the objectives of preparation listed earlier and are in a position to make a first-cut proposal.

Step6: Anticipate as much as we can about the other party:

•           the character of the negotiator (Red or Blue stylist)

•           past negotiation experiences with this negotiator

•           reputation

Finally, Remember that Negotiation is more than a discussion. It is about making decision.

A well completed preperation, about targets on terms, qualities, quantities, availabilities, prices etc. A well established market analysis and also financial analysis of the negotiator against you. A perfect preparation of your agenda, sorting from less important to highly important issues to you. Have the best possible knowledge of market trends. Setting up the limits ("roof" - "floor") and the ranges you are willing to move in. Always have in mind the best alternative and the worst one, during negotiatios. The best way to negotiate, is to have already at least three different alternatives, which you will have already analyse and found them efficient and compatible for your operation. Use a mix of aggresive attitude, emotionalism, demanding and condescension attidute. Be prepared to leave behind the less important for you, in order to gain the most important things.

Summarizing: Analyse, agenda, best/worse alternatives, ranges 

-          Set clear objective

-          Do not hurry

-          Be well prepared with date support

-          Maintain flexibility in position

-          Find out the motivations for what the other party wants

-          Do not get bogged down, build the momentum for agreement

-          Respect the other party

-          Be a good listener

-          Build a reputation for being fair

-          Control emotions

-          Measure each move against your objectives

-          Pay close attention to the wording of each clause negotiated

-          Remember that negotiation is a compromise process

-          Learn to understand people

-          Consider the impact of present negotiations on future ones

The most important thing to do is to prepare. Examine why you want a given outcome, not just what outcome you want. Ask the same question(s) about the anticipated interests of other parties.

Perhaps the last point to make about the negotiation process is that you need to know when to quit. Know how to indicate agreement has been reached. And a corollary of this is: when people agree with you, it's time to stop trying to convince them.

1. Be very well prepared.

2. Listen carefully (understand the needs and expectations).

3. Build rapport (relationship of respect and trust).

4. Show the benefits of the cooperation.

5. Give an "added value". Make an offer who nobody can refuse.

6. Follow a win-win approach.

Thank you.

Martha

needs deep study and research regarding the targets and needs to analyse requirements

To negotiate successfully, you must realize and know the opponent well and know all the details concerning the program works and find out all the gaps. Identifying room for maneuver in terms of your roof and ground potential possibilities Determine the starting point in negotiations with the opponent has a strategy ŘŃÍß bubble in negotiating prices to get the best results ... ĆĎăĘă unharmed.

Agree with Mr Wasef Mstafa. 

During the negotiation process,

- pay attention.

- Listen to others.

- Treat them with respect.

- Take them seriously.

- Be aware when your assumptions are proved incorrect, and think of ways to deal with the realities you discover.

- Know when it is better to walk away, when it is not worth continuing, when you are better off negotiating with someone else to solve a given problem or when you are better off taking care of it yourself.

- Pay attention to the balance of power before and during negotiation.

- Figure out what factors influence that power balance and how you can improve yours and weaken 'theirs'.

-  And many more........