Inc. magazine has a great new article about how to negotiate effectively. The article features six tips from Professor Linda E. Ginzel of the University of Chicago Booth School of Business. Several tips will be quite familiar to many people (focus on interests, not positions, enlarge the pie before dividing). Her final two tips warrant mentioning because they are the hardest to employ, but they are critical to negotiation success.
Adapt your strategy to your counterpart's style.
"Be aware that different problem-solving modes are available to you: competition, collaboration, accommodation, cooperation, compromise and avoidance. Remember to switch strategies when lacking progress."
Practice conditional cooperation.
"Be nice (don't be the first to defect). Be provokable (reciprocate defection). Be forgiving (reciprocate cooperation). Don't be envious (don't compare your success relative to other players). Be clear (don't be too clever)."