#1 is know your goal:

Goal? Yes, goal!

You would be surprised to know how often people do forget to clearly establish their goal or even enter a negotiation without having one!

And when I say goal it is not only simple statements on the expected results but an agreed position on your side that will eventually satisfy all involved stakeholders.

A couple of days before you are having a negotiation, arrange a meeting with all stakeholders on your side and ask them the following very simple question:

• What is our goal?
• What do we want?
• What would make us leave the room happy?
• What is our measurement of success?

It will be a very good occasion to structure your goal, make sure that you have an internal consensus,that people are aligned and avoid any surprises after the negotiation.