Ask any sports team if they would rather play at home or on the road. Without exception, you’ll hear them reply that they prefer to play on their home field or court. They are more comfortable at home and have greater fan support. They won’t have to deal with unfamiliar territory or the hassles associated with travel. Additionally, their home field or court is the place where their opponents will be the most uncomfortable. This is why playing at home is often referred to as having the home field advantage. When it comes to negotiating, it is also preferable to play on your home field whenever possible.

In the negotiation game, your home field can be any place that you are most familiar with and where you feel comfortable. This may vary with the type of negotiation, or with the other party you might be negotiating a deal with. You might choose your office, home, car, restaurant, bar, or club that you regularly visit and are comfortable with as your home filed to gain the negotiation home field advantage.

Just like a sporting event, the negotiation home field advantage provides you a place to negotiate where you can focus on the negotiations, and not have your concentration broken by trying to adjust to unfamiliar surroundings. This is especially true if the unfamiliar setting is uncomfortable. In the reverse, if your opponent is focusing on the surroundings rather than the negotiations, it may further your advantage.

If you can’t negotiate at your home field, the next best place is to choose a neutral location. This is why many championships are played on a neutral field or court to take the home field advantage away from both teams. At the neutral location, both of you will be equal in your unfamiliarity of the selected place. A neutral location might be a restaurant, bar, or club that neither party frequents, or a boardroom or conference room rather than one party’s office. Basically, a neutral place is anywhere that isn’t the home field for one party.

The last place you want to negotiate is on your opponent’s home field. However, I realize that this is not always possible. Sometimes you must negotiate on the other party’s home field, and all you can do is neutralize the disadvantage. If you want to negotiate the purchase of a new car, you’ll be going to the dealership, the car salesperson’s home turf. You can neutralize the home field advantage a little by negotiation outside, rather than inside the salesperson’s office where they are accustomed to closing the deal. If you boss calls you to his office, maybe you can suggest there is something in your office that will help with the discussion, or meet in the conference room for more room to present your ideas.

Lastly, by being prepared, the key to negotiations, and practicing your negotiation skills, you can negotiate successfully on any field. The home team advantage is just that, it is an advantage, but it does not equate to an automatic win in sports or negotiations. Do what you can to select a favorable location, but remember that your preparation and skills can see you through no mater where you negotiate.