Negotiation involves two or more people finding an acceptable solution to a shared problem. Successful negotiators control the process, and come away with a result they're satisfied with – whether or not they've made compromises along the way.

Negotiation isn't limited to "big decisions." When you're working with other people, much of your time is spent negotiating – even if it's just deciding whose turn it is to collect the coffees!

For projects to be successful, roles, strategies, targets, and deadlines all need to be agreed, ideally to everyone's satisfaction.

And there are also times when a very obvious negotiation process is taking place, such as setting payment terms with a client, or agreeing the contract details for a new job.

To help you get your preparation right, here are eight factors to consider in advance:

1. Goals. What are you trying to achieve during the negotiation? And what do you think the other person's goals will be?
2. Trades. What might you be able to ask for, and what would you be prepared to give away?
3. Alternatives. If you really can't achieve your goals, what would be your "best alternative to a negotiated agreement" (BATNA)? Your position will be more secure if you have a number of options, so it's worth putting plenty of effort into addressing this point.
4. Relationships. How have negotiations gone with this person in the past? Just as importantly, what kind of relationship do you want with them in the future?
5. Expected outcomes. What precedents have been set? Based on those, and on any other evidence you have, what seems to be the most likely outcome of this negotiation?