Crucial Strategies to Improve Your Negotiating Skills
Some individuals look upon negotiating as an unpleasant and stressful chore
and, as a result, get the short end of the bargain. As you know, successful
negotiations may result in improved bottom-line, promotion, or increased budget.
So, before you sit down to negotiate with your prospect, you should keep three
important points in mind:
a) The maximum amount you can charge.
That's the highest figure you can request without blowing away your prospect.
b) The minimum amount.
This is the lowest figure you would settle for.
c) The goal.
Now I am talking about a realistic figure you have a good chance of getting.
Usually it's between 50 and 75 percent of the maximum figure.
When negotiating, go for your goal but be always prepared to accept any
offer between the minimum and the maximum. Sometimes, the maximum
can be approved without any argument. But in certain cases, your opponent
will not even grant you the minimum.
I hope you will be able to improve your negotiating skills by following a few
simple suggestions below.
like to go over the situation as it stands and outline what we need to accomplish
here."
of a rush job and I have a meeting coming up. I will call you back tomorrow to discuss
the details of our project." This way, you will have more time to prepare and plan your
course of action.
I couldn't agree more... Oftentimes, people are skeptical of oral arguments but
assume that words that appear in printed articles, books or reports are accurate
and true. Don't forget to highlight or underline key facts to make them leap off the
page. I know from experience that people who have the most facts are more likely
to succeed in debates or negotiations.
negotiations. If 90 percent of the issue is resolved, and your prospect is beginning
to grow restless, you may let the remaining 10 percent go for a while. Don't
insist that every last detail be buttoned down that day. You may end up
losing the ground you have gained. That said, don't start giving in to your
opponent just because you feel tired and are ready to go home. What you
can do is sum up where you are so far and suggest wrapping it up
in a future session.
opponents before you sit down to talk. Make sure you understand their
personalities, needs and all the challenges they are dealing with, and
adjust your "sales pitch" accordingly. For example, top executives
are extremely busy and usually want to get to the bottomline in a hurry.
When responding, show some sympathy or genuine concern by saying:
"I understand how you feel", "I agree with most of that, but..."
happen: either we will win or we will lose. The truth of the matter is, a
successful negotiation is one in which BOTH sides feel like winners.
You may score major victories but concede small points.
Last but not least: nothing is unchangeable and everything is negotiable.
Knowing this fact is a powerful advantage in bargaining.
If you need any help with your marketing projects, call (516) 889-8636 today
or email: angela@kambarian.com
and, as a result, get the short end of the bargain. As you know, successful
negotiations may result in improved bottom-line, promotion, or increased budget.
So, before you sit down to negotiate with your prospect, you should keep three
important points in mind:
a) The maximum amount you can charge.
That's the highest figure you can request without blowing away your prospect.
b) The minimum amount.
This is the lowest figure you would settle for.
c) The goal.
Now I am talking about a realistic figure you have a good chance of getting.
Usually it's between 50 and 75 percent of the maximum figure.
When negotiating, go for your goal but be always prepared to accept any
offer between the minimum and the maximum. Sometimes, the maximum
can be approved without any argument. But in certain cases, your opponent
will not even grant you the minimum.
I hope you will be able to improve your negotiating skills by following a few
simple suggestions below.
- Make sure you are in control of the situation
like to go over the situation as it stands and outline what we need to accomplish
here."
- Don't get bullied into a negotiation
of a rush job and I have a meeting coming up. I will call you back tomorrow to discuss
the details of our project." This way, you will have more time to prepare and plan your
course of action.
- Gather all the Facts, Statistics, Case Histories, etc.
I couldn't agree more... Oftentimes, people are skeptical of oral arguments but
assume that words that appear in printed articles, books or reports are accurate
and true. Don't forget to highlight or underline key facts to make them leap off the
page. I know from experience that people who have the most facts are more likely
to succeed in debates or negotiations.
- Don't Be Hasty
negotiations. If 90 percent of the issue is resolved, and your prospect is beginning
to grow restless, you may let the remaining 10 percent go for a while. Don't
insist that every last detail be buttoned down that day. You may end up
losing the ground you have gained. That said, don't start giving in to your
opponent just because you feel tired and are ready to go home. What you
can do is sum up where you are so far and suggest wrapping it up
in a future session.
- Remember That You are Dealing with Human Beings
opponents before you sit down to talk. Make sure you understand their
personalities, needs and all the challenges they are dealing with, and
adjust your "sales pitch" accordingly. For example, top executives
are extremely busy and usually want to get to the bottomline in a hurry.
When responding, show some sympathy or genuine concern by saying:
"I understand how you feel", "I agree with most of that, but..."
- This isn't war, it's a negotiation!
happen: either we will win or we will lose. The truth of the matter is, a
successful negotiation is one in which BOTH sides feel like winners.
You may score major victories but concede small points.
Last but not least: nothing is unchangeable and everything is negotiable.
Knowing this fact is a powerful advantage in bargaining.
If you need any help with your marketing projects, call (516) 889-8636 today
or email: angela@kambarian.com
Comments