Effective Negotiators Always Stay in Control

Staying in control at every stage of the negotiation is our responsibility. It is our job to get the best deal for us while helping our counterpart to feel that they have a good deal themselves. The only way we can do that is by staying in control:

• Set the agenda. That means you determine when the meeting takes place, where, and what the items on the agenda are.

• Type the agenda and send, fax or email it.

• Take control of the meeting itself. Start by going through the agenda and agreeing the process for that particular meeting.

• Lead each step of the meeting - following the six elements of negotiation.

• Summarise every point of agreement along the way.

• Summarise the final agreement.

• Put it all in writing.

If the negotiation is getting bogged down in trivial detail or if it is going off track, you must assert control. You can do this by bringing the conversation back on track with 'I've been wondering whether?' and then move straight into the statement-question.