b"DECISION-MAKING MEANDERS 9.Putonthescene:theenvironmentandtheclimatemakeallthe difference in the negotiation. Choose the venue carefully, as it will reflect how the negotiation may unfold. Forexample,coldandinformalmeetingroomscaninspirehostility, while a more informal setting can promote warmth and understanding.10.Announceyourcolors:atthebeginningofanegotiation,youmust define the terms of engagement. For example, everyone should agree to conduct a productive and respectful negotiation. This is useful for clarity, but also allows you to backtrack if someone strays. For example, if a person becomes stubborn and acts tough, you can remind them that they have agreed to be respectful.11.Bargaining Power: Bargaining power comes in many forms, and you can often have more of it than you think. It is essential to understand where your strengths and weaknesses lie. Bargaining power is not just the obvious measure such as marketing power, but can be more subtle such as political, social or relationship power. 12.Some offers just don't work: some negotiations can hit a wall. It may be a good idea to pause and regroup, or to be open and frankly discuss the impasse.Ifallelsefails,thenmaybethedealcan'tbedone.Some offers are not meant to be. However, new information may appear a little later which will change the whole equation. If so, remember that there's nothing to be ashamed of, if you can't reach an agreement.13.Enjoy: negotiation can be tense, drawn-out, and stressful. Learn how to make it an enjoyable experience and everyone will thank you for it.14.Remember win-win: if there's one suggestion to take away, it's a win-win. Negotiating is about getting a good deal and aiming to destroy the other party will do you no favors, as the cost associated with your long-term reputation could be most damaging.Germain Decelles293"