4 Steps To Developing More Efficient Skills In Negotiating




The most important part of negotiating is preparation. You will be paid back many times over for all the time you spend preparing to negotiate. Here's one of the possibilities that can come from a lack of preparation - negotiations that can only be called failures. If you don't prepare, there's a pretty good chance the other party will be able to take advantage of you. Why? Because the other party has a much better handle on the facts, the positions of all parties, and the goal each is trying to achieve. Don't let this happen to you!

Imagine in your negotiation that the other party knows the final outcome you are looking for, knows your background, and knows what position you are in financially. Do you think that would make a difference in the outcome of the negotiation? The answer is, of course it would make a difference. Now you see why preparation is so important. The other party started with a great advantage.

What To Do When Preparing For A Negotiation

There are four major steps in preparing for you negotiation. Don't try to get by easy on any step. They are all important. You don't want to be caught off guard when you're in the middle of the negotiation. 1. Decide what you want. This is what you are after as an end result. You have to know your goals going in. When you are thinking about what you want out of the process, you will be able to better decide the direction you want the process to follow. At least you will have a plan going into the negotiation. Not following through on this process gives your counterparts a great advantage.

2. Do some research...and, if it's a particularly important negotiation, do a lot of research! You don't want to skimp here. The time you spend doing research will determine to a large extent how strong you will be in the heat of negotiating. You will be much more convincing if you have done your homework. You might catch your counterpart off guard. If you don't do your research, you are going into battle in a very weak position.

3. Try your best to evaluate the person you are negotiating with. We're talking here about trying to figure out what position you think the other party will take. Part of negotiating is countering the arguments of the other side. Going in as best as you can with an idea of what the other party is after and what their arguments will likely be, will give you greater strength and confidence.

4. Now take the time to prepare the logic behind your arguments, your rationale as to why the other party should agree to your terms. This gives you the ability to defend your goals (the goals you decided on in #1 above). During the negotiation, you're going to be saying "no" to their demands. You should have a rationale for why you can't meet their demands. Just saying no to them won't get you the points you need to make. You have to have good reasons for why you disagree with their positions. When you can strongly defend your positions, you have a better chance of bringing your counterparts over to your way of thinking. If you can't defend your positions, you'll probably lose the negotiation.


For other tips and articles of interest click these links:
The Power and Mind Game of Leverage During a Negotiation
Attitudes of Success
Positive focusing
Used Car Selling Tips




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