What environment do you negotiate in?

I would argue this is an often overlooked factor that nonetheless plays a big role in how successful the outcome of negotiations is.

Personally I lost count a long time ago of how many negotiations I've done in fascinatingly uninspiring and oxygen deprived meeting rooms around the world. The really good ones can be counte on one hand.

So what constitutes a good setting for negotiations? It varies, of course, depending on what is to be discussed, but some basic factors should be in place.

First and foremost it should be a room shielded from external distractions. Think about how you react when that little pop-up window appears on your screen every time you get an email. No matter how focused we are on what we are working on, our focus shifts to the message and we lose track of what we were doing. The same thing happens if you're sitting in a room with a background where you see people, cars or something else happening, which continuously will take your focus away from the negotiation leading you our your counterpart to maybe miss an important detail.

Proper lighting, ventilation and comfortable chairs are also fundamental factors that need to be in place to ensure a productive environment. No one functions optimally if they are forced to sit for hours on uncomfortable chairs in an oxygen-deprived environment.

And remember to take plenty of breaks! It's good for you and it also gives you an opportunity to build a relationship with your counterpart. See our course on negotiation techniques