This text is based on an article on INC.com.
Clarify the rules at the outset
Many negotiations take place without both parties having agreed on the ground rules in advance. Try suggesting "rules of the game" somewhat unexpectedly right at the very start of the meeting. You might state the areas you are or aren't willing to compromise on, and propose certain principles and boundaries within which the negotiations will remain.
Ask "why"
Don't ask only what the other side wants but also the motivations behind it. Ask why they want what they want. Strive to reach the core of the issue and you may even help the other person understand their own situation and position more clearly. Together you might discover a new solution to the problem that no one had previously considered.
Speak openly about emotions present in the negotiation
Negotiations often stir emotions such as fear, frustration, anger or disappointment. Participants usually try to ignore these feelings. Instead, you can openly acknowledge and speak about them. You might say that you have the feeling a particular topic is highly sensitive for the other person and then explore why this is the case.
Offer several options that work for you
Don't aim for only one solution. Present several alternatives that are acceptable to you. This will take the wind out of your opponent’s sails by making it harder to dismiss all the possibilities on offer, which simplifies the negotiation process.
Be affable and complimentary
A basic rule of good negotiation, which most people overlook, is to behave pleasantly and compliment the other side. Don't act as an overtly tough negotiator. The best negotiators are personable, supportive, and show agreement on many points. This approach builds rapport and trust, making it easier to persuade the other party to consider your perspective.
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