1. Work out actually what it is you want. Work out if it is really what you need. What you want and what you need might be two different things.

2. Be aware of timing, not just for yourself but for the other person. Is the conversation taking place at a time that works for both of you or should you make time to come back?

3. Be mindful of where the negotiation is taking place and choose a place that is neutral.

4. Do both of you have all the information you need to make a decision?

5. Put yourself in the other person’s shoes and consider what they might want and need.  

Right people, right place, right time.

Sometimes people find it very difficult to put themselves in the other person’s shoes but you can never fully understand the situation until you understand what they want and what they need. Once you have done this you are more easily able to find a solution that both people can live with.

Think about these elements next time you are trying to negotiate with someone and it doesn’t matter whether you are seeking more time on the golf course or trying to resolve a serious long standing family or workplace issue, the elements are the same.