“Negotiating Basics”
With the “Power of Nice” you can:
- Make deals
- Build relationships.
- Make more deals.
*Important Note: Don’t negotiate with kids. Chances are, you will lose*
When it comes to making deals and building relationships, effective communication will be a key to your negotiating success. On the other hand – ineffective communication will be a cause of your negotiations failure.
As a Professional Speaker, part of my being successful rest squarely on my ability to successfully use various negotiation tactics and my ability to communicate value in a clear and concise manner. To that end, just a few months ago, after we had negotiated my fee structure, a client company’s internal representative, (my point of contact after the sale) told me that their organization doesn’t usually pay that much for a speaker. He knew my negotiated fee because the amount was going to hit his P&L. We chatted a bit more and then he asked if I would be open to coming in and facilitating a Negotiation Skills workshop for their Field Service Representatives. The only thing I can say here is that the below listed negotiation tactics, with practice, does work. Therefore, I challenge you learn, embrace and practice the following negotiation tactics.
*Important Note: Also remember – You will be practicing your verbal and non-verbal communication skills and building relations with others; as you work your negotiation skills magic.
Tactics to use when negotiating
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Pause for Reflection: Before any negotiation, pause to reflect on the best way to meet your objectives. (Examples: Would you be willing to spend an additional $10 to take advantage of an additional discount? Would you be willing to order an additional quantity to obtain a better price? Would you be willing to purchase last years design? Etc, Etc) Write this information down so that it will be in front of you while you are going through the negotiation process.
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Search for Needs: Always remember that two (2) parties negotiate because they each have something the other needs. (You need products and service, others need to make sales, and both parties need business relationships.)
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Determine your Objectives: A clear understanding of the needs of both parties is vital. Pause during the negotiation to revise your objectives in response to new information and developments.
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Agree on the Facts: We need to be flexible enough to accept the other party’s interpretations when they are justifiable.
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Control the negotiation climate: If we strive to create and maintain a cooperative climate throughout the negotiation, we show the other party that we are committed to seeking an outcome that satisfies them as well as us.
There you have it my friends – Negotiation Tactics you can use; whether buying a car, jewelry, furniture, vendor goods and services, or negotiating how much someone will pay for your service offerings.
I CHALLENGE you to learn, embrace and practice these Negotiation Tactics. You will be glad you did!