Smart Negotiations Have Two Winners

Do you get what you're worth when you negotiate?

Like most other business skills, negotiations are a learned art. The problem is, many small business owners haven't taken the time to learn how to negotiate deftly - instead preferring not to haggle over price and get right to the work.

Good small business owners will find they have strengths in their negotiations - if they know where to look. Former secretary of state Henry Kissinger once said, "Effectiveness at the bargaining table depends on your ability to overstate your initial demands."

Whether it's a higher fee, more project control, more perks or some other task-related benefit, inflated demands can boost your take-away, as well as prevent deadlock and provide the client a chance to feel they've won if they negotiate you down.

"Your power in a negotiation depends on the options that the other side thinks you have," says Roger Dawson, author of "Secrets of Power Negotiating" (Career Press, $24.99). "Get what you want in a negotiation, but always let them think they're getting what they want. It's a very simple principle, but it's the basis of all negotiations."

Information also is essential to all savvy negotiations. Good negotiators go to the table with information about the potential client, their organization's needs for the project, and the job at hand. Before meeting with a potential client, talk about the project. Surf the Web site. If possible, meet with others in the organization to learn more about the work.

Here's six more tips to getting more money or just being stronger at the negotiation table: