The art of negotiation is misunderstood. Here are some lesser known tactics I use to win.

The opinions expressed by entrepreneurs contributors are their own.

So much has been written about successful (and unsuccessful) negotiations that some universals are well established, and yet there are still other lesser-known essentials that I've learned over my 50-year career. in real estate.

Perhaps the number one universal is to look for a win-win in any negotiation. Both parties must agree to the terms and both must gain something as a result. Other negotiation skills include building rapport, avoiding a combative position or approach, and sticking to the timing.

Other tips for successful negotiation include reframing tough questions or ultimatums to bring the temperature down, being tough when and if necessary, and delaying acceptance. It's far too easy to derail a negotiation due to bad timing, such as taking something off the table too soon or offering something too late.

And then there are things I've discovered over countless negotiations that should really set you on the path to success.

Related: 5 Steps to Mastering the Art of Negotiation

The most important thing for me is just to know everything I can about the person sitting across from me. All. I want to know what sports they like, their professional background, something about their family (spouses and children) and sometimes deeply personal facts. For example, has it been a spectacular business success or failure in its past?

Most people don't spend enough time understanding who they are negotiating with. I consider it essential. When negotiations start to slow down, you can often "break through" their wall by talking about what's important to them.

Knowing a person's cultural background is also essential. Some cultures are really looking for a win-win, but other cultures consider it a failure unless they see the outcome as a win for them and a loss for the other party. Some cultures believe that negotiation is natural and expected. Obviously, you have to frame things differently depending on the type of negotiator you are dealing with.

For example, you wouldn't present your best and last offer when dealing with a negotiator until you were well into the give-and-take process. They won't feel successful if they haven't negotiated and you may have lost ground unnecessarily.

In addition to knowing everything about the person, I want to know their "real needs" and I want to know them when entering the meeting. Are they looking to add to a business, branch out, get something to break up or flip for a quick profit? If I know the answer to their real needs, I can usually walk away with a deal, which I'm fine with as well.

Never underestimate the role of emotions in negotiation - and I'm not talking about the emotions involved in battle. Remember the universal that you should not approach this as a fight.

Let me give you a concrete example. I found out once that the person I was going to negotiate with had lost a brother to suicide. It turns out that my brother committed suicide. It allowed us to connect in a very personal way, to understand the pain we had endured and what it had done to our parents.

The bond we formed allowed both of us to concede important points in order to close the deal. We wanted to do this for the sake of each other, as well as our own.

Other emotions to be fully aware of are confidence (yes, it's an emotion in my book), anger (obviously) and self-doubt (questioning can be fatal to a negotiation) . You want to create a decor that evokes the best emotion...