5.Don't take anything personally. To maintain objectivity, treat every negotiation as if you are doing a deal for someone else who has hired you as the professional "closer".
When you allow yourself to get emotionally involved, rational thought often goes by the wayside and you're far more likely to concede, to your later regret. Cool heads get the best, and most, out of what they are seeking. If the conversation becomes emotional, McKee says, walk away until you both have had a chance to cool down.
"Emotional may not hear logical and logic may not be able to convince emotional, so usually you end up walking away from the table agreeing to have another meeting in a short while." McKee says.
"I was involved in helping acquire a large satellite television company here in the US involving very high-powered players on either side, both very proud of the companies they built. It was not a welcome takeover; it was being done by the side I was working with, to take out a competitor. It didn't matter how logical one side was, the emotional side always rejected the discussion. We had to take numerous breaks to cool down and to clear our heads, and I think that is one of the things that many professional negotiators do very well if they anticipate the objections going in."
On the other hand, he says organizations can teach their people to become good deal people and the first thing they should teach is not to take it personally. When you allow your emotions into any negotiations it is very unlikely that you are going to get the best outcome that you could.
6.Anticipate objections. Prior to the negotiation, brainstorm all the reasons or objections that may prevent you from getting what you want — and prepare a thoughtful counterpoint for each, one at a time.
During a negotiation, people conjure all sorts of reasons why something cannot be done, many of which are often bogus. Until you know the valid sticking point, you are just spinning your wheels.
7.Never underestimate karma. Look for deals that leave both parties feeling like winners.
"The worst deal is that where one side leaves the table feeling slighted, with the short end of the stick," McKee says. "If you're the kind of person who has to win and is prepared to humiliate or otherwise make someone feel bad as a result, sooner or later the gain is likely to come back to haunt you."
Far better to consider in advance what would satisfy the opposition and be prepared to pull those "cards out of your pocket" strategically during the course of discussion.
Join the CIO Australia group on LinkedIn. The group is open to CIOs, IT Directors, COOs, CTOs and senior IT managers.