Negotiation Tip: Ask For More To Get More


If you’re involved sales, how does one feel once you hear phrases like , “Can you are doing anything about your price?” or, “You’ll need to do better than that.” and variations on these? Does a cloud or two cross the sun? you begin to think, “here we return …” – yet, have you ever prepared for this situation?

As a purchaser, does one push suppliers on price alone? OK, it’s a good tactic when numerous sellers will concede , but does it cause long-term gain? What other ways could you get a far better deal for your organisation? Maybe extended credit terms or volume rebates?

Whichever side you’re on, what difference could 2% make to your company? Just to urge another 2% on a asking price – and/or 2% less on your purchases? what proportion extra profit will this produce?

Developing your ability to barter more firmly and flexibly isn’t a contradiction in terms, it are often the inspiration for increasing business success and also improving relationships. the straightforward definition of negotiation is: “To work or talk (with others) to realize a transaction, settlement, an agreement. (from Latin negotiari – do business with)”

Typically, there are four options for the result of a negotiation – and therefore the desired one is that the “win-win” unless you’re just going for a one-off deal and you’ll want to choose the “I win – you lose” choice, although that’s not really necessary!

We can all improve ourselves as negotiators by following a couple of simple steps and treating situations as quite just a bargaining joust. it’ll also help your cause if you think about situations as something to be resolved and not as a battle to be won! like many things in life, the key to success is within the planning and preparation. this may impact your confidence, and behavior , when with the opposite party. The more prepared you’re , the greater the prospect of you achieving the deal you would like .

One of the primary things to think about in your drawing board is “the balance of power”. Imagine a group of scales – and list the pressures or drivers all sides faces:

I wonder what you find? Many similarities? once you recognise that each side could be facing similar pressures you’ll take heart! differently to use this is often to assess what drivers the opposite party is facing, and you’ll do to scale back those on your side to extend the “leverage” you’ve got .

To help you with planning and handling negotiations you’ll find it useful to figure through the “AIMING HIGH” process.


A ssess: Consider situation, balance of power, leverage. what’s getting to be needed for a win/win outcome. what’s the previous experience with this contact? what proportion does one need the deal – what proportion do they have it? What could be the barriers? What have you ever to supply that’s unique?

I nterests: What are your needs, wants and desires? What are theirs? believe their interests – put yourself in their shoes – what do they have – what are their drivers (business and personal)?

M ake time: Planning and preparation is vital – create time for it. don’t be rushed – don’t negotiate under (or “un”) prepared. Also, make time for the particular meetings – time pressure are often a drag during a negotiation – the party feeling under most pressure will often make the most important moves.

I nnovate: Remember, it’s not just “their” problem – if a real negotiation is to require place it’s a joint one! believe – then rethink – “the pie” and the way it are often shaped and cut. Look got alternative ways of approaching things .

N eeds: What are their key needs – and needs – and objectives? What are yours? Check back that your ideas can satisfy these – for both parties.

G enerate options: Put your package together – consider all the tradable items – those you would like and people you’ll give. The more options the higher . Whether the customer or the vendor believe the package in terms of quite price.

H uman factors: Even when being at your most objective and professional – the negotiation remains usually between two (or more) people. Your interpersonal skills count for an excellent deal: – how well you’ll assess the others; what they need and are doing; your skills in gaining rapport and getting them to talk; good listening – and questioning. Also, handling tough situations and managing the dynamics of the meetings is vital .

I ntegrity: don’t get trapped in game playing. Good negotiations will normally be happening within the context of (or at the beginning of) an on-going account and partnership. It doesn’t matter what others may do – operate with integrity and be faithful yourself and your values. you’ll get more good quality deals within the end of the day .

G et before you give: Trade well – invite what you would like BEFORE you give!

H appy endings! Aim for win/win – and if you can’t get that leave the door open for an additional time!

If you follow this process you’ll be well-equipped to barter effectively. you’ll be more confident and successful if you create time to figure at developing the package you’re offering and, at an equivalent time believe what you would like from the opposite party. believe the items you’ll build into your package that you simply can use to “trade” with. (Called variables or currency or other terms to suit!) What could be the items the opposite party has which they might be happy to “trade” or move on? The key to the present , is to settle on things which are of low cost to you, but valuable to the opposite party – and the other way around . Remember, during a negotiation, everything features a value, regardless of how insignificant it’d seem at the time!

As a part of this, plan your “best deal”, ie the perfect solution for you, and your “worst deal”, ie rock bottom position you’ll take. it’s important that you simply are clear about this – and know when to steer away! Within your best deal, include as many variables as possible in order that you’ve got things to trade with aside from price. believe what you’ll be willing to offer , and more importantly, what you would like to urge in return!

The actual approach to the meeting are often improved if you follow the principles of “Triangle Talk” from Kare Anderson’s book “Getting What You Want”. Be clear about what you would like , what they need then keep your proposal tuned towards what they will accept.

When you are through the “proposing” stage and in what many think is that the actual negotiation or bargaining stage, it’s important to recollect an easy phrase and it’s all about “get” then “give”. “If you…then i will be able to …”. believe the impact of the other order, “If I…then will you…?” what is going to an experienced negotiator neutralize response to that?

To help yourself with negotiations, practise! search for opportunities in low-key situations and test out ways of getting a deal. Before getting to meet that important client or major supplier, as a part of your preparation make a while to travel over your plan, your package and therefore the options, then how the opposite party might act. Practice using the “get-give” trading phrase – and anticipate potential problems. you’ll be pleasantly surprised by the results you get.

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