Have you ever considered your reputation as a negotiator?

Most of us work in a market segment that, when you start analyzing it, really isn't that big. So wether you like it or not, if you stay around for a while you WILL start to develop a reputation. And your reputation is crucial as it might already pave the way for your next success at the negotiation table or completely ruin any chances of a deal, without you having uttered a word.

To put it in a slightly different, more monetary context, a study amongst Swedish companies found that 25% of the company's market value can be attributed to its CEO, where of course that persons reputation is of utmost importance.

This also very much links to the previous post on the topic of conceding and the importance of doing so on the merits of principle and not pressure. Doing the latter will eventually give you a reputation of someone who will give in as long as enough pressure is applied, a reputation you do not want to have as it will make your negotiations increasingly difficult.

Strive for having a reputation of being open and fair but firm, this will create you the best starting platform to any negotiation.