Corporate games

On any negotiation, just as it is in any contact sport, it is all about getting one over the opposition player-taking them to the point  they spill the ball or make an error in some other way, to give you the advantage.

In the corporate environment I am not suggesting physical contact. What I suggest here are simple manoeuvres.

Focus on what you want, who is holding it and how you can wrest from them in the most expedient way, whilst still maintaining their and your dignity.

After all if you turn the negotiations to confrontation your chances of a win are made more difficult.

Bring them into your territory, where you are comfortable, familiar and have strength and depth. If in their territory take the team with you and make your own. They will expect you to be weakened and whilst that may be true, you must not show it. Believe me, calm can be unsettling for those opposite you in such situations.

In the actual negotiations know your parameters and through clever questioning draw out the opposition parameters, in terms of how far they can go on the negotiations.

You could always suggest "you don't believe they have the authority to..." a crude but effective way that may get a reaction that blurts out what they can authorise.

The more subtle way is to take them down a route and gauge how comfortable or uncomfortable they are. If the latter you know you are nearing the break points.

In the discussions bring everything back to them. The less you give away the stronger your hand. Make them feel in a position of power whilst you chip away at their weak points.

Throughout gauge reaction for this is your greatest ally.