Business Negotiation December 26, 2013

More General Tips and Techniques to Maintain Control

If you have reached the point in your negotiations when talks have begun to bog down, the following tips and techniques can help move things along during this awkward part of the bargaining process:

Rephrase Your Proposal and Offer Many Times and Never Assume the Other Side Has Read Your Proposal or Fully Understands Your Offer 

Many sellers hesitate to repeat what they have written so carefully in their proposals. That’s a mistake. My advice is that you repeat verbally all that you proposed in writing. There is a good chance that nobody on the other side read the whole proposal. There is even a chance that some people at the table read none of it. Never assume they know what benefits you are offering or why your price is good.

As the negotiation goes on, don’t be shy about rephrasing your offer as often as necessary in slightly different ways. In the rephrasing, especially when things are bogging down, you may deliberately choose to make a small change or even a small concession. The other party will listen attentively to your rephrased offer in the hopes of finding some sign of concession, accommodation, or agreement. They may respond with a conciliatory gesture of their own to move the slowed talks along.

So Something All the Time

To move things along in a negotiation, it’s useful to take actions all the time. Take notes, put data into your laptop computer, punch your calculator, start writing a clause, get more information out of your attaché case, or make a dinner reservation for both sides.

Movement and action can also result from events you initiate. For example, making a date early in the day top meet the other side for dinner at a good restaurant can help ensure talks go on for the rest of the day, even if things get rough in between.

Under Severe Pressure Resist Like water

When water is under pressure or made to flow into unfamiliar channels, it falls back. Then, in its own good time, it seeps back bit by bit. Eventually it reaches its level.

In the face of strong pressure, resist like water. Fall back, listen, think, and then move forward slowly.

When a deal is Close to Agreement Stay With it Until It’s Done

When agreement seems near, keep the session going until it’s done. I have seen too many negotiations that were close to settlement late on Friday fall apart Monday morning when the parties meet again. Had they worked together Friday evening, an agreement could have been reached. Over the weekend, “Monday Morning Quarterbacks” in both organizations had the opportunity to pick apart the details of the agreement. By Monday morning, the agreement-so close at hand earlier-was further away because neither side was willing to follow up with the small concessions necessary.

The best thing to do when agreement is close is to put it over the goal line. It may not be possible tomorrow morning.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
Contact US
[email protected][email protected]+1 323 866-3800
SEMINARS
About Us
AboutDR. CHESTER KARRASSGARY KARRASSFAQGLOSSARYPRIVACY POLICYBLOG
QUICK LINKS