Find out as much as you can in advance about your negotiating partner so that you are better able to explain in detail why your offer is ideally suited to meet his or her specific needs. It may be tempting to fall back on clichéd phrases about the virtues of your company or product, but many clients will see through a one-size-fits-all sales pitch. In the course of your presentation, concentrate at least as much on your individual client’s needs and wishes as on the product or service offered.
If you are the customer, come to the negotiating table with a set of questions about the offer and information about the prices for similar products or services available elsewhere. Have in mind an ideal price and the degree to which you would be willing or able to deviate from that price if, for example, you were offered a volume discount, a maintenance contract, or free delivery.
Listen carefully to what your negotiating partner has to say, and think about whether you can offer a greater degree of flexibility than you initially anticipated. If necessary, ask for additional time to think about any new demands for concessions before entering into a firm agreement.