Negotiation Tips - Ten More of the Best
Negotiation Tips - Ten More of the Best
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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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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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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