successful professional negotiations

I once heard, successful negotiations is letting people have it your way.  What an impact statement, powerful.  Sounds like McDonald's or the NFL when they are negotiating with ESPN for a lucrative TV contract.  When I go into a negotiation the most important component is knowing what their goal is. What are they looking for and why?  I then define my goal, assessing constantly as the negotiation process proceeds.    It is important that it is a win/win environment.  There are many small gives that I offer up along the journey so that they feel they are receiving.  It is important that they feel kindly towards me and this happens when i do not play hardball but I logically play to what their goal is:  

• leave little to chance - expect the unexpected and prepare accordingly
• be patient, creative and persistent -  breath, relax and do not rush it
• Listen more than talk - so many benefits to listening I cannot list them all! To be blunt, shut up
• Empathy - show it and show it often, be sincere
• Be sensitive to sending negative non verbal cues - eyes and voice under control
• Do not take things personally - keep EGO in check, need I say more
• Be a problem solver - gently communicate how it will effect negotiations
• Stay flexible - most of the time you have to meet half way
• Establish win-win relationship and be likable at all times 

​For me to be a successful negotiator I make sure I understand the rules, rituals, tactics and strategies.  It has to be a win/win situation and if they feel that I am moving towards win/win then things go well.  
How are your negotiations going?  Are they win/win?  If so keep it up, good job. 

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