I recently heard one of the best talks on negotiating skills I’ve heard in years, compliments of The Executive Committee (TEC). The speaker, Jack Kaine, presented some old ideas ("win-win" is best) in new ways and some new ideas in ways that make them immediately useful. Here are some of his "keepers:"

• Never want something so bad that you won’t accept something else.
• Don’t negotiate with yourself (by offering a discount from your regular price before the negotiation even begins).
• Don’t over-rationalize or apologize for your prices. If you don’t believe your product is worth it, you’ll never sell the idea to a prospect.
• Don’t negotiate until you educate. Make sure your prospect knows everything they’ll get before they find out what it will cost.