Negotiating in Life , Negotiating Tips , Negotiation Tactics March 25, 2011

How to close the deal

The intention of most negotiations is to close the deal. Whether you are looking to purchase something or get a pay raise, you want the deal signed and formalized...

The intention of most negotiations is to close the deal. Whether you are looking to purchase something or get a pay raise, you want the deal signed and formalized. How do you move a negotiation to close?

According to Dr. Chester L. Karrass, to close, the parties must stop taking in further information and make a final decision. However, sometimes one party has to convince the other to get to that point. It is important to have a positive attitude and to be reassuring.

Dr. Karrass shares the following techniques to get to closing.

  • Make repeated requests for agreement along the lines “if not now, when?”



  • Don’t talk too much as this may be seen as a sign of anxiety



  • Request a reason for a lack of agreement



  • Assure the other party that there is good reason to close



  • Act as though you have reached an agreement and discuss the details such as delivery times, etc.



  • Make a physical actions: start signing a document or shake hands



  • Emphasize any LOSSES that would occur if an agreement is not reached NOW



  • Provide special inducements only available if you agree NOW


Here are some other tips and resources on how to close a deal:



There are many other techniques that have been used through the ages to close the deal. What are your favorite, tried-and-true ways to get to closing?
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