2)
Preparation of assembly. Finding out about the other party.
The key to successful negotiating is all in your prep work. You must
take the time to find out as much as you can about the opposing party.
Look closely into things like, how's business for them at this time?
Are they struggling because of a new shop opening just across the
road thats taking their business? What is their reason for selling?
These same tecniques discussed here today can help you to no end with
business proposals like joint venture marketing online as an example.
You may have to play detective for many reasons. The first thing any
detective looks for in an investigation is a motive. This rule also
applies for the effective art of negotiation. Although the situations
will always change depending on what area you work in but the principles
always stays the same. Negotiating is a contact point where two parties
meet, both wanting to fulfil their pre-determined objectives in their
chosen area of interest.
Some probing questions one might ask in order to identify the interests
and objectives of the other party.
a) What would I wish to obtain from this situation if I were
in the other parties shoes?
b) What would be some logical reasoning for wanting to obtain
this?
c) What would be the best tactic for me to proceed on to obtain
these objectives?
d) When would the best timimg be for me to setup the negotiation?
e) In which manner would be most beneficial for me to attack
these negotiations? There are 3 main sources of negotiation. Conflict/Competitive
Negotiations, Co-operative Negotiations, Problem Solving Negotiations.
Preparation is everything. If you want to succeed in becoming a top
negotiator, if you walk into a negotiating situation with no points
of reference, no bottom line decided upon, no strategy in which to
implement and present your plan, then you will get literally torn
to pieces by an experienced negotiator. Find out what arguments they
may put to you, and have rebuttals prepared in advance. Learn to improvise
as surprise is the name of the game, it seldomly runs according to
plan when you meet stiff competition.
3) Different techniques of negotiation.
a) Conflict/Competitive Negotiations.
One would opt for the competitive, confrontational approach when you
are above all other things, primarily out to achieve your own objectives
with a moderately blatant disregard for what your opponent wants to
achieve out of the negotiations. This is how most people view the
negotiation process, but interestingly enough this method appears
to be less popular than you think. In my personal opinion is not always
the most productive approach. There are many variables that we cannot
discuss indepth today that would influence ones decision to choose
one negotiating technique over another, for instance how much power
you believe you hold in the negotiation process at hand or the power
of the company or individual you are dealing with.
b) Co-operative Negotiations.
In this negotiation strategy the emphasis is placed more on the common
interests that both parties hold in the area of discussion, trying
to achieve a mutually beneficial gain where as both parties in one
form or another reach a point where they both achieve the main objectives
they set out for. But always rememeber prudence is the name of the
game, you will always find those who will seek to play your game of
co-operation in order to take advantage of the situation. Be careful
don't give away too much to soon.
c) Problem Solving Negotiations.
In this type senario the aim of the game is that both parties view
the negotiation as a problem that can only be solved by both parties
pulling the chain in order to seek a satisfactory resolution. Your
guiding principle should be that of which both parties leave the table
with more riches or benfits in some way, shape or form.
4) Preparing Your Strategy.
Such is life, not everything is entirely predictable and therefore
things don't always turn out how we want them to, however this doesn't
mean that we will never obtain our objectives and satisfy our interests.
It's just simply impossible to eliminate the unpredictable entirely.
You should always enter any situation of a negotiating sort, for that
matter any life situation, with the attitude that you don't have all
the information at hand. Strategic planning consists precisely of
trying to predict the unpredictable!
I define the word strategy from tactic in the way that "tactics are
what you do when you have something to do, strategy is what you do
when you don't". Generally strategy is the big picture plan, tactics
are the tools you use to help achieve this plan. I am going to briefly
cover just a few critical tactics that you can manipulate to achieve
an overall powerful strategy that's to your advantage.
a) Time - Are you going try to arrange the negotiations at
a time that is convenient to you, or both parties?
b) Duration - Is there a time limit? Or is it unlimited? The
party which feels less hurried can have a strategic advantage.
c) Forcing The Pace - The more power you feel you have the
more you can inforce the pace of conversations. Will it be rapid,
slow, thoughtful? Will you drag things out, steadily increase the
pace as time goes on, slow things down toward the end in order to
gain a few more minor concessions?
d) Location - Will you arrange for negotiations to take place
at a location that sets a certain mood or feeling in the opposing
parties mind? Or will you choose for a location that is more conducive
to an atmosphere of co-operation?
This gives you just a few points to think about. You will soon realise
that the smallest of things can result in some major concessions for
you, or your company, by setting the tone with a good stable strategy.
Keep your mind sharp and learn to improvise.
5) Cool as Ice.
Negotiation with experienced parties will get you in some tight corners,
they will exploit your every crevice. Remember that they will have
done there homework on you and your company just like you have on
them. Many negotiators will force you into a position of unease in
an attempt to crack you, make you say something you shouldn't have,
like revealing details of your bottom line and all because they got
you flustered. Above all remain calm, be patient and do all you can
to avoid giving into stress or pressures exerted upon you. By doing
this the other party will quickly realize that you can not be manipulated
easily and they will get nowhere by pursuing this kind of tactic,
once this happens it can change the whole event into your court, you
can then take control and work to gain some objectives with this new
found power on your side.
About the Author:
Steven Hands "The Mind Manipulation Marketer"... http://www.hypopticmarketing.com
Read this Newsletter at:
http://www.smallbusinessupdate.com/2004/0610.html |
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| From
the Forum: |
| Should
I even try? |
I started up a web design company with a few
of my friends, just under a month ago.
We have had a few clients, from various non search engine techniques.
I'm wondering if we should even try to get ranked in search
engines. doing a search for any of the keywords related to web
design comes up with hundreds of thousands of results. ...
|
|
By
Steven Hands