Summary

Although there is no single method that works for every circumstance, it is clear that negotiation is about using the right type of strategy for the right type of situation. The main component of all situations you will apply negotiation towards is the person you are negotiating with. Knowing their characteristics and what influences them will allow you to identify which approach to negotiation is likely to be the most effective.

The majority of negotiation you engage should be looked at achieving a win/win outcome. This means that you need to look at the situation from both your own perspective as well as the perspective of the other person. In the case of clients looking to hire you, negotiation often revolves around price. Different clients have different motivations that affect how they negotiate the price they pay – what you must identify is whether they are looking to negotiate the price they "want" to pay or the price they "can" pay. Knowing the difference between "want" and...