These are some tools that will help you in a negotiation:
• Issues – Why are we meeting? What topics do we need to cover?
• Objectives – Both our own and the other party’s. It is also important that we rate our objectives. Are some more important than others?
• Needs and Interests – These are the underlying issues that may be motivating the other side and giving rise to what is being communicated to us.
• Concessions – What will we give up if we have to in an effort to move the process along? Customer gets what they desire and you give up what you want.
• Trade Offs – What can we provide that has value which has not previously been considered in exchange for something we could receive? Something comparable.
• Adding an Enhancement – What can we give the customer that they are asking for and give up something of low cost?
• Split the Difference – This represents part of what both parties wanted.
• Settlement Options – What do we see as a possible agreement which would work for both sides? It is important to come up with more than one option and to identify your least acceptable result.