Be a Better Negotiator Negotiating is something everyone does, but few do well. Here are four tips to help you negotiate better so you feel confident throughout the process and satisfied of the outcome. First, be extraordinarily prepared. Know the other person’s needs as well as you know your own. Ask questions that uncover the individual’s true motivation such as “Why do you want that?” and “Why is that important to you?” When asked a question, consider responding: “How would you like me to answer that?” Be relentless in collecting information wherever you can. Listen more and talk less! Leverage and master the pregnant pause. Allow your point to settle in for maximum impact and let the other person fill in the silence. A moment of silence can reveal if your counterpart is doubtful... 05/04/2016