If you are a regular reader by now you should know that I am a big fan of "The Big Idea" show on CNBC with Donny Deutsch.  If you have not watched the show yet TiVo it and check it out, its great free business advice.  

Here are a few tips for negotiating like a Trump that I took away from a recent show:

1.  There is not just one negotiating technique that you can use for every situation.  Knowing this may very well be the key to negotiating.  Tune into not only the deal at hand, and your position on it but pick up on your counters position, and body language then adjust your techniques to that. 

2.  Flexibility - and I don't mean Yoga.  You cannot be so focused on "your way or the highway" that you do not pick up on the positions and body language of the other person.  By seeing their point and presenting your position in a way that makes them feel like they are not totally losing you will have greater success.  Keller Williams refers to this as "Win-Win or no deal". 

3.  You know what you are talking about. You do right?  Do the research before hand.  Know what you are negotiating inside and out. When you don't you are allowing for "loop holes" that other person, if they did there homework will use to take advantage of you, or get their deal.  They may just very well let you think you got a great deal, meanwhile you get to thinking about it later on and say "Wait a minute"...

4.  Its all about confidence.  I am not the most confident person in the world, who is, but when you go into a situation and you know that you have done the research, you have done the job, the confidence is automatic.  That is why it is so important to do the homework.  When you know the facts and the resources available then you are able to focus on the negotiation and countering.

5.  Body language.  I have read that even when you are not consciously aware of it you are reacting to the body language of the people around you.  An easy example; when I am talking to someone and they have been standing there listening but then they start swaying back and forth or fidgeting I think "Ok I need to wrap this up".  The Big Idea did an episode on body language not to long ago.  They said that there are 3 areas that should be pointing at someone during a interview or negotiation; throat, belly button and "naughty zone", this gives off the body language of power, or that you are an Alpha.  For more watch these great videos 1, 2, 3.

6.  Don't get all emotional.  Don't let emotions drive the negotiating, and know your walk away points, if possible before going into the negotiation. 

Want more information? 

*  Janine Driver:  Body Language expert.  Great video on her website.

*  Negotiation Genius:  By Deepak Malhotra and Max H. Bazerman.
     Click on the image to read a blog with excerpts or click here for the book   
     site.
       

Good luck - and sit up straight!