Paying Attention to Details

Negotiations depend upon clear communication and it is vital that both sides understand one another. Misunderstandings are potential time-bombs - set to go off just when both sides feel as though an agreement is within their grasp.

Always be explicit about:

- What point you are discussing

- Each offer you make to the other side

- What objections your side has to a given offer

- What changes remove or negate a current point of contention.

- What terms you think you are agreeing to

Try to draft notes about points of disagreement and about each point that is agreed on. Committing thoughts to paper can make both sides think more clearly about what has been agreed and reduces the chance of a misunderstanding arising.

The bargaining phase can be long and protracted. During this phase many options may be discussed and it is important that you note down all of the concessions that are offered by the other side - no matter how tenuous or how conditional they appear to be.

When it comes to detailing the terms of the final deal, the notes you have taken may put you in a position to request concessions, that can substantially benefit your side’s position. The other side may have volunteered concessions, at the time noted by you, that you can later request - for example making them conditional on you delivering the main deal in line with their expectations.