How to Negotiate Effectively

Introduction Definition Know what negotiation is Know what negotiation isn't Win-win Ount the cost Commitment Objective Strategy Tactics Key elements Prepare Rehearse Describe your position Propose Bargain Agree Introductory comments The quandary of uncertainty Avoid intransigence Understand aspiration Never say yes first time What we think conditions our approach Before presenting a solution, make sure you understand the needs Enhance your authority The authority of print The authority of information The authority of patience The authority of positive posturing The authority of levers The authority of resolved weaknesses Tactics and countermeasures Aspiration lowering It's all i have got The hurdle! The a-team factor Erosion The upward spiral This is not negotiable What ifs. Deadlines Negotiable variables, or tradeable concessions Never give, always trade Trade what is inexpensive to you Don't give goodwill concessions Rules for making concessions Trade in small steps Trade concessions one at a time Aim higher than you think Don't split the difference Watch out for the shocker Don't be first to accede to pressure on primary items Help the other person to feel they have a good deal Maximise the value of what you offer Minimise the value of what they are offering Don't just think it! Looking for negotiable variables Find areas for negotiable variables Identify key variables and their place in the negotiation Build in some negotiable variables Determine whether this is long term or short term Potential sources of negotiable variables The magic "if" Use silence Handling deadlock Watch out for frustration Avoid immovable positions Avoid price rot The bridging moment Make a statement ask a question The way forward. Questions, questions, questions Questioning : an overview Questions make the difference Asking questions is the method of navigation The outcome of questions What sort of questions? An exercise Summary reasons for asking questions The authority of your counterpart Ensure your counterpart has the authority to negotiate Check the power behind the scenes Manage the power behind the scenes Have we got the decision-maker/s? Post-purchase remorse can undo the close Keeping positive passion for your service and product range is essential for the close Tough or effective? Characteristics of effective negotiators Effective negotiators look at buying and selling in the same deal Effective negotiators balance their team carefully Effective negotiators keep the whole package in mind Effective negotiators have a good alternative Effective negotiators avoid irritators Effective negotiators embrace mistakes Effective negotiators have an eye for body language Effective negotiators always stay in control Characteristics of ineffective negotiators. Do always maintain the initiative Do put things in writing Do learn to use higher authority Do conceal your emotion Do ask for discount when paying cash Do use experts Don't expect to win them all Don't be afraid to break off negotiation Don't attack your counterpart attack the problem Don't show triumph Don't deal in round numbers Don't indicate movement before you need to Don't dig your heels in Don't be afraid to go back and try again Don't be afraid of risk Don't succumb to dangerous phrases Don't be afraid to make your counterpart work hard Do identify buying signals in your negotiations Do look for personality mirrors Specific techniques Specific tips for negotiating print and promotion Price rises how to get it wrong Do research before you buy Final words The ones that nearly got away The ten commandments Don't be afraid to give How to eat the elephant Contact details Appendix Negotiation workshops tailored to your company or department.