In business and in life, you don't get what you deserve,  you get what you negotiate

Negotiation is whenever ideas are exchanged for the purpose of influencing behavior. Convincing other consists of saying and doing those things that cause others to want to do what you want them to do.

"Don't act as though your limited experience represents universal truths."

Three Stages:

1 Planning and Preparation

2 Face-to-Face Interaction

3 Follow Through

 The difference of selling and negotiating is sequence

PREPARATION

Establish an understanding of objectives  - both yours and the client - OBJECTIVES

List leverage points for both and the negotiating limitations on both sides.- LEVERAGE 

List both short-term and long-term risks for each should negotiations fail- LIMITATIONS

Identify key parties including key background influences- RISKS

Think through appropriate strategies and tactics relevant to information established in first four steps.

STRATEGIES:

Outcome: Based on power and bargaining skill as well  as logic

Cues:  Indirect Messages

Unintentional – Freudian Slip

Verbal – Intonation etc that contradicts words

Behavioral: Body language i.e. posture, facial, eye and hand gestures

PERSUASION- FOUR STAGES

Objectives

Information – They want

Pressure Points

Compromise

Three Crucial Variables

Power

Time- Deadlines

Information

Be Prepared to Walk Away

Take It or Leave It

Ultimatums

Hot Potatoes

PERSONAL CHARACTERISTICS

Probe for More Information

Patience to Outlast

Courage to Ask for More Than You Expect

Integrity for Press for Win/Win

Willingness to be a Good Listener

Competitive Spirit

Be Able to Live with Ambiguity

YOU HAVE THE POWER IF YOU PERCEIVE YOU HAVE THE POWER

Charisma – Handshake – Smile – Eyes – Empathy – Emotions – Compliments

Names and Faces: Remember Them

Reward Them

Punish Them

Bonded

They Feel They Have Limited Options

You Have More Expertise

You Act Consistently

MAKE PEOPLE BELIEVE YOU

Never Assume They Believe You

Tell Them the Truth

Point Out Disadvantages

Give Precise Numbers

Don't Be On Commission

Downplay Benefits to You

Dress the Part of a Successful Person

Let Them Know Your Gain

Confront Problems

Know the Power of the Printed Word

Testimonials and Endorsements:  Who Else Says So

NEGOTIATION TIPS:

Ask at the Last Minute  Kids Do!

Use Your Charm 

Give Small Gifts

Scarcity: It Drives Value and Prices Sky High

The Value of Censored Information

Power of Association

Consistency: More Important to Do It Often than to Do It Right

Bonding- People Bond to Their Own Mental Investments and Commitments

Never Accept an Invitation to Attack

Know What Motivates the Other Person

Know How the Other Person Decides: Assertive or Non Assertive, Emotional or Analytical, Open or Closed-Minded.

NLP (Neurolinguistic Programming) to Connect! 

Are They Auditory, Visual, or Kinesthetic 

Humor Helps

Develop Charisma, Confidence and Magnetism

NEGOTIATION CRIMES

Inadequate  Planning Time.  By Nature Sales People Prefer Action vs. Preparation

Weak Information Gathering

Failure  to Negotiate Internally First.  Clarify Assumptions, Define Loose Ends Before the Client Assumes a Commitment

A  Rigid Mind-Set.  Be Negotiable to Avoid a Deadlock.  Ask for More Than Expect.  Allow for Their Small Victories

Giving Concessions Too Early.  Test It

Respond with Trade-Offs vs. Concessions

Responding Too Quickly to Each Demand.  First Get All the Customers Demands on the Table to Tie Items Together.  Side-Step Unimportant Items

Not Calling Time-Out – Especially When Time Pressure Is On

Not Putting  Yourself  in the Customer's Shoes.  Get Their Perspective.

Letting Egos Interfere.  Winning is More Important than a Good Deal

Integrity Must Be Woven into The Fabric of All Negotiations to Create a Win/Win results 

Edie Raether, MS, CSP, is an international keynote speaker, corporate trainer and consultant. She is a bestselling author with one of her seven books being on influence and persuasion. Visit www.raether.com or contact Edie at (704) 658-8997 or edie@raether.com.