Know what you are doing

1. Although the basic negotiation skills are similar no matter the subject, negotiating over a sustainable development topic means knowing that topic in depth, and adapting the techniques bellow to the specific area of negotiation.

2. Discuss beforehand what is possible to achieve, what is not, what are the interests of the stakeholders and define your immediate objectives with the sustainable development goals in mind.

3. Read reports and articles about the subject of negotiation and discuss the subject with known experts, as neutral as possible.

Learn, practice and use basic negotiating statements and approaches

1. “Say ‘yes, and…, accept something in order to achieve an advance to other items under negotiation;

2. Avoid unnecessarily asking “What do you propose?” this most often leads to loss of control;

3. “Maintain eye contact.”, show your interest and be present in the discussion;

4. Avoid entering into a lack of alternatives situation;

5. There is a value in negotiating only if a zone of possible agreement (ZOPA);

6. Insist on expanding the pie, do not stay in one single items of negotiation, make the environment as complex as necessary.

Be in control of the negotiation environment

1. Know yourself and prepare yourself accordingly: identify your boundaries and the ones of the other parties, get to know the others, compose the offer in line with your desires and with the capacity to accept of the other parties;
2. Know and apply the expected etiquette: dress code, smile, respect cultural habits, be in time;
3. Do your best for the best performance: actively listen, use empathy when appropriate, make sure the agreement is understood in the same way by all parties.