Attitude

Happiness makes you a better negotiator. 

Think positive about the negotiation and give others a reason to do so as well.

Expecting others to be selfish can be a self-fulfilling prophecy.

Unless the other guy has few options and you’ll never see him again, being nice is always the way to go.

The Big Guns

Similarity, mimicry and being in sync are all very powerful. Always be thinking about things you have in common. The first thing you should say in a negotiation is something very similar to what the guy on the other side of the table just said. Mimicry is more powerful than you think.

There are solid persuasion lessons to be learned from top telemarketers, great salesmen and FBI hostage negotiators. Make them say “yes yes yes” and they will probably say yes.

Win-win is not always a winning strategy. The key to resisting a convincing sales pitch is to think about money.

Know how to deal with angry people. Know what is proven to work when buying a new car. Know the common pitfalls in negotiations.

Attractive people should negotiate differently than ugly people. Guilting others can work. Subtle reminders of morality are good for keeping people fair. Want to make sure they follow through? Have them write it down.

There is a time – and a proper way – to threaten someone.