7. Listen more than you talk. As a listener, you are gathering information that can help you figure out which of other side's needs must be met for an agreement to be considered acceptable, and to what degree those needs will have to be met. Listening gives you advantage. The better your understanding, more flexibility and creativity you'll have as you create options. Talking gives this advantage to other side. 8. Know authority of each person in room. Make sure you know whether or not you are negotiating with someone empowered to make final decision. If you aren't, make sure you present options in such a way that they meet perceived needs of negotiator and other members of their organization. 9. Analyze concessions. Look for patterns in types of concessions made by other parties, and be attentive to messages sent by your concessions:

… Small concessions give impression that bottom line is not far off. … Large concessions indicate that a lot more can still be conceded before bottom line is reached. … Rapid or large concessions undermine credibility of initial offer. … All concessions teach lesson that more concessions will be made. Never make concessions expecting that other side will meet your terms on next issue. On contrary, they will expect more concessions.

Remember: When other side makes a concession on terms of a specific issue, it is statistically certain that a second concession on same issue can be secured.

10. Never be bludgeoned into splitting difference. When an apparent impasse has been reached, splitting difference is widely regarded as ultimate fair solution. But suggestion to split difference is often used to induce guilt. Guilt is likely to lead to concessions on your part maybe even concessions that lead to an outcome worse for you than splitting difference. Additionally, splitting difference rarely results in an outcome that surpasses anyone's expectations, and it does not ensure that interests of all parties are satisfied.

LOCATION

First customer came to your store, looked you in eye and bought what they wanted. That lasted for a long time.

Then mail order was invented and store was less important. Next, Internet came along and store became VERY important again, but had changed in almost every way we could imagine. And NOW your "store" on Net MUST have latest ways for customers to shop and buy or you will be left behind ... and left behind in Internet time.

Are you keeping up?

TIME

First there was 9 to 5. The good old Monday through Friday 9 to 5. Weekends off AND two weeks a year or more for vacations. Remember them? That lasted for a long time. If someone called on Friday after 2 p.m., you just called them back on Monday morning. And NOW if you don't respond in 15 minutes you are late. Late ... and left behind. Are you keeping up?

Let's face facts, Internet can make you or break you.

If your product or service is not up to par you will fail much faster on Net that on Main street. The GOOD NEWS is that you can succeed faster now as well. You can change prices, tactics or even your entire business in a day.

The Net is wide open and resources are available. Just make sure that YOU ARE KEEPING UP.