by Sheba Karamat - 25th June 2014
Whether you are negotiating price, contracts or whose turn it is to do the lunch run, here are 6 tools you can apply to the situation.
Before you walk in the door, or pick up the phone, know your plan. Set certain goals you want to achieve. Know the ideal outcome you want, as well as items on which you can afford a little leeway while negotiating. This way, you will always have a guide on hand to reference during the heat of haggling.
Set the Anchor. Be sure to seize control of the conversation, by setting the benchmark from where negotiations will set off from. Be assertive, but also listen carefully to the response. This will be the first clue as to how far you will need to negotiate.
Empathise with your opposite number. Most genuine communication is conducted through body language. Ensure you are open, engaging and progressive. People can tell when you are not. As a result they might be less willing to help you out.
Remember you are creating a partnership. The long term gain of doing business together will reap its benefits if both parties are mutually happy. If you push your opponent too far, they may feel aggrieved. By creating a partnership, the services you have acquired will be delivered with a smile rather than begrudgingly.
Remind them you are also in negotiations with their competitors. To fully utilise this technique it is vital to have a few reliable quotes to hand. The ‘like for like’ quote is always a tool you can fall back on, but it does require you to do your homework first.
Sometimes you will come up against a wall. Don’t be put off by this, promote a creative solution. The answer may not always be immediate, take a break and reassess the situation with a clear head.
If you have a natural ability to negotiate we have plenty of roles for you. Take a look, and share your comments on your killer tools, you use to negotiate.
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