Determining which negotiation techniques you'll use in the appropriate situation will allow you to maintain command of the negotiation. The following are a few tools and principals of negotiation.
Trust: When you negotiate, what value do you place on negotiation techniques? The value trust plays in a negotiation is a component that should be viewed with a great deal of attention. In a lot of situations, trust and the perception of it, will determine to what degree a deal is consummated. Negotiators can be enamored with one another, but if there's a lack of trust hanging in the air, it becomes more difficult to conclude a deal.
Even worse, if a deal is concluded, in what appears to be a successful manner, the deal could fall apart as the result of one negotiator not trusting the others negotiation techniques to follow the covenants of the agreement. Always strive to create an environment where trust is not in question when you negotiate.
Positioning: The way you position your negotiation techniques conveys the expectation you have for the outcome, as it's perceived by the person with whom you're negotiating. As an example, recently in the political arena, we saw a bill before the US congress repositioned from the title of 'Bailout' to 'Rescue'.
That small shift, in this case the perception of the words used to title the bill, positioned and then repositioned the bill and in so doing, projected a different perspective of the bill. Never downplay the value words, mannerisms, and perception play in moving negotiation techniques in one direction versus another.
Perception: As alluded to above, the image you project plays an important role in any negotiation techniques. To the degree you align your persona with the image you wish to project, you enhance the probability of reaching a successful negotiation outcome.
You should always be astutely aware of how your negotiation techniques are being perceived, because the other negotiator will respond to you based on how she perceives you. If you're perceived as being weak, some negotiators will take advantage of you, while some may feel sympathetic and feel compelled to grant you more of what you seek. It goes without saying, you must know how you're being perceived, which should be aligned with how you wish to be perceived, based on the type of person with whom you're negotiating.
Preparation: I've stated on numerous occasions, any decent negotiator always plans the course of action he will take before entering into a negotiation. Preparation, in the form of planning becomes the 'play book' you'll use to determine how you will use negotiation techniques throughout. Preparation also allows you to get into the proper mindset of thinking about the negotiation from a negotiation techniques point of view. By 'seeing' how the negotiation might unfold and the progress it might take throughout the stages you'll encounter, you create 'what if' scenarios that will allow you to be more flexible during the negotiation.
When you negotiate, the usage of negotiation techniques should be known, used, and implemented at the appropriate time, throughout the negotiation. In addition, the proper amount of weight must be applied to each tool, at the appropriate time, throughout the negotiation.
Throughout any successful negotiation, you'll find a fine orchestration of melodic negotiation tunes being played. In the end, if you 'hit the right notes' throughout the negotiation, your negotiation success will be as close as an echo to the ringing of a big bell.