STEP 5: GET UP CLOSE AND PERSONAL

One of the biggest mistakes you can make is trying to negotiate an important deal by phone or by email.

Make the negotiation process as personal as you can.

Great deals are built on an excellent understanding of the other side’s needs and worries. You just don’t get that by email. Other than to confirm what you’ve already agreed upon, avoid email or letters. Instead, meet the other side in person whenever possible. If the deal is important enough, it’s worth getting on a plane for.

ACTION: Instead of scheduling a phone call or writing an email, contact the other side and arrange a personal meeting to discuss the deal. If that’s not possible, at least use Skype or another video conferencing service.