If you are negotiating with someone, you need to understand them. If you find out information about them prior to the negotiation you build empathy because you have shown a commitment to them.

You should aim to understand what their interest or position currently is and what brings them to that €“ what drives them, what pressures are being placed on them and what concerns they might have about different courses of action. Your time during the negotiation should focus on confirming what you understood and filling in the gaps.

If you are not able to find this information prior to the negotiation you should try to see the world through their eyes and develop some empathy for their position. This will allow you to create options and arguments that will appeal to their interests.

Consider going to a meeting to negotiate a new service. Take time to understand the key priorities of the commissioner and the pressures that are being put on them by government, the public and the other professions. You can then make it easier for them to agree to you providing a specific paid service if it closely links to dealing with their key priorities or concerns.