1. Understand that the history of the relationship between the other party to a negotiation and your company (not just you) will affect the way they both approach the event and work through it 2. Assess the level of need the other party has for your products or services – don’t assume, if they are the Customer, that your level of need is greater than theirs. For example, what are their viable alternatives to using your publications?
3. If you are dealing with a hard-nosed negotiator, imagine them in more human situations e.g. eating, sleeping, snoring – whatever. Turn them into a “normal” person, rather than an “opponent”
4. “If it weren’t for the last minute, nothing would ever get done”. An anonymous old saying – but make sure that time pressure (real or self-imposed) doesn’t lead to you agreeing to a “poor deal, any deal” rather than believing that you’ve “failed”
5. Begin with the easy stuff! If a negotiation is likely to be tough, if you can start with a simple point then it can appear as if you are almost working together before the tough stuff even starts 6. Appreciate the point at which you simply can’t agree to a deal. And, if necessary, walk away before you lose 7. Does the other party to your negotiation enjoy a good debate? If they do, remember that they may enjoy the process – and still be willing (eventually) to reach an agreement 8. “Never mistake motion for action” Ernest Hemingway 9. Create a wish list for your negotiation – and then assess honestly how much of this the other side could possibly agree to. Then, be a bit realistic!
10. Aim for a reasonable deal – screwing the other party into the ground even when you have the opportunity does nothing more than leave them looking for later revenge If you have any questions about negotiation, I'd be delighted to hear from you at venworks@btopenworld.com
Negotiation Tips - Ten More of the Best - To learn more about this author, visit Gordon Veniard's Website.
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