1. Don't be afraid to ask for what you want
2. Listen and observe
3. Do your homework
4. Patience is one of the powerful tactics in complex negotiations
5. Increase your personal power by investing more time in planning
6. Planning gives you self-confidence
7. Do not give a concession without asking for a concession in return, otherwise it would diminish the value of your concession
8. When opening, always ask for more to test the boundaries of the other party
9. The longer you are in a negotiation, the more likely you are to make concessions
10. Under the pressure of time, people become more flexible. Try asking for a concession near the end of a deadline, especially a minor concession, and you are likely to get it
11. In making concessions, taper them down to communicate to the other party that they have squeezed you enough and you are giving them the best possible deal
12. Remember the 80/20 rule - 20 percent of the negotiating variables will impact 80 percent of the outcome. Know in advance the high impact negotiables.

More tips when you attend The Strategic Negotiator course with your in-company group or at one of our public programs in Singapore and New York.