Whether you are shopping at a flea market, deciding on next year's vacation site, or making a contract, lawyer G. Richard Shell says success starts long before the haggling.
First, you have to know what you want most, what you want if that is not possible, and what you will settle for.
Cooperative people may not be clear about what they want most. They should write down their goals, discuss them with friends, and remind themselves that they deserve what they want.
Competitive people are good at aggressively going for what they want. But they should think about how others are affected by their manner and demands, pay attention to the range of goals, and focus more on maintaining goodwill.
Let the other person make the first offer. He may be willing to extend himself more or take less than you expected.
If you have to make the first offer, ask for your best possible outcome and be ready to back it up with evidence.
Keep concessions small. Making big trade-offs too soon weakens your position. Keep asking questions during the negotiation. Shell, a professor of legal studies at the Wharton School of Business, says you could find that the obstacle is not what you think it is. After agreement, obtain a commitment.
