Negociation - 12 points

1 - Be prepared from the strongest questions
Be focused on "interests, options, alternatives, criteria, commitment, communication and relationship" (Roger Fisher and William Ury from teachers Harvard University)

2 - Be proactive
Send a clear, simple and positive message.

3 - Control your anxiousness
Be confident and save about yourself. Be very well prepared, that's helps a lot.

4 - Choose the right place
If you want to leave at the middle of the negotiation, could be great if you are not at your office!
The place should have the right environment and support for your communication

5 - Your image. Be careful.
First impression counts a lot.

6 - Play harder our softer
You should play according to the flow of the negotiation.

7 - Do not care about the body language
Be just focus on your strong messages.

8 - Recognize your profile
Is good to identity your profile and role through the negotiation.

9 - Ethics on the table
Win-win model only can work with ethics.

10 - Manage your emotions
As in Japan, you should control your emotion since your childhood.
Lead your emotions is part of a successful negotiation.

11 - Negotiate with the person, not the nationality
When you think that you will negotiate with Chinese people, you have diverse cultures there.
Since Hong Kong until the North of China. Is like "negotiate with a European".
So be careful about generalizations.

12 - Do not pretend
Bluff kill any negotiator.
Never pretend that you have power of something that you do not have.