Use our WOBL technique for successful negotiation (crucial you prepare this from both your point of view and the point of view of the other side). W: What is it we are negotiating about (may seem obvious, especially when you are thinking about the negotiation from their point of view. O: What's my Objective? What would I ideally like to get from this negotiation? B: What’s my Bottom Line? What should I be prepared to settle for and still walk away reasonably happy? L: What is on my 'Wish List'? What will I ask for (and what can I offer) if I have to compromise?

Open the negotiation by asking good, open questions which will establish whether the assumptions you have made when you wrote out your WOBL are valid Try to find out what would please both parties Make sure that if you are asked to concede anything, you get something in exchange (it need not be of the same 'value' but something that might benefit you Summarise as you go along to test that you have both understood Ask for an adjournment if you have to research or reconsider what you are now hearing (summarise before you go) Follow up any agreement in writing Contact us at Inspire Change for some advice

To learn other techniques for successful negotiation, please visit our free tips section on our website http://www.inspirechange.com/toptips.php

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