You Have Negotiating Pressure
The current economic climate is creating pressure on most negotiations. Uncertainty prevails and many decisions are being delayed...
Buyers are being asked to bring costs down. Salespeople are being asked to increase volumes and margins. Manufacturing people are being asked to increase plant efficiencies and productivity. Engineers and managers are being asked to do more with less. There is not a day that goes by that we don't hear about another downsizing.
Now, more than ever, please remember that in any negotiation there are pressures and problems on BOTH sides. Yet it is human nature to immediately focus on our own problems and pressures and forget about the other party. Don't fall into this trap!
Take the time to fully analyze all of the potential problems and pressures on the other party. If you don't know, invest some time to do some investigative work and find out. Your analysis will provide clues to ways you can come to agreement. Just by recognizing the other party also has certain problems and pressures increases your negotiating power, and strengthen your negotiating position.
Think about your negotiation. You know your needs (your pressures). The other party has needs too, which they feel as their pressures. Ask yourself, "What's on their sheet?" Try to use the negotiating process as a tool to help you find opportunities for a Both-Win solution -- an agreement that takes the pressure off both you and the other party.
What is face negotiation theory? When was the last time you were having a conversation with someone and noticed their facial reactions? What did you do? Did it alter the way you pushed the conversation forward? In most cases, this is precisely what happens. While some may see an emotional reaction and take advantage of it to press their needs or desires, others may shift their manner of speech, change the subject, or otherwise be more concerned with how that individual is reacting or responding...Read More
Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...Read More