Best Strategies for Negotiating What You Want

Nov. 24, 2011 - PRLog -- There are 22 do’s and don’ts for solutions that are acceptable to you and the other person in successful negotiations, according to Seattle Biz Coach Terry Corbell.

“You’ll want both parties to feel positive after the negotiation is complete,” writes the management consultant (http://www.bizcoachinfo.com.)

“In other words, emotional needs for both of you have to be met,” cautions Mr. Corbell.

“Don’t carelessly let something slip out,” he warns. “Preparation for power is the key to success.”

“Understand that your position is strengthened by having the ability to walk away,” explains the Biz Coach. “The winner is the person who’s best prepared for the deal not even happening.”

The do’s:

1. Determine goals. Decide on your objectives. Know your bottom line.

2. Anticipate the desires of your opponent. Think collegially – the person as your partner.

3. Analyze the assets for both of you.

4. Evaluate your options. That means for both of you.

5. If you have a history with the other party, analyze your track record and precedents with the person. What issues have impacted the two of you?

6. Assess the power you bring into the discussion, and that of the other person.

7. Anticipate the obvious consequences, the corollaries.

8. Pay attention to detail. Try to put the other person’s needs first. In that way, the person feels as though you’re listening. Show empathy to the other person’s problems.

9. Stay calm, no matter what. You’ll keep the emotional advantage. Focus on issues, not personalities.

10. Keep in mind plan B. Know your options for a fallback position.

11. Document the deal – get it in writing immediately.


The don’ts:

1. Never bargain with someone using the word, “between.” If you offer a range using this word, customers and vendors will only hear the minimum. Employees will hear the maximum.

2. Don’t signal the person that you’re done negotiating by using the phrase, “I think we’re close.” You’ll be giving away your power – the person will believe you’re exhausted and that you put a higher priority on getting an agreement instead of achieving your actual goals.

3. Avoid a bidding war. Don’t negotiate against yourself. If you make an offer, wait for the response.

4. Be careful in using the phrase, “Why don’t you throw out a number?” Usually, the first amount mentioned by a seller is the amount that’s agreed upon.

5. If you need time to think, don’t establish at the beginning that you’re the final decision-maker. You’ll get more wiggle room if you indicate there’s another person with whom you must speak.

6. Don’t be afraid to ask what you want – be specific about what you want and don’t want.

7. Don’t negotiate with a person who doesn’t have authority to sign off on a deal.

8. Don’t do all the talking. The best results occur when the other person does 90 percent of the talking. That’s accomplished by asking open-ended questions, such as “What are your concerns about what I am suggesting?”

9. Don’t ignore the person’s body language.

10. Don’t argue, but discuss items in which there are disagreements.

11. Steer clear of form contracts. They are designed for a pre-determined outcome. The agreement must reflect the negotiations.

“Remember in all negotiations, your purpose is to sell your ideas or products,” writes Mr. Corbell. “You need to know the five value perceptions that motivate customers to buy; seven steps to higher sales; and the three-step process for overcoming sales objections.

His strategies and solutions are found with this resource link: http://www.bizcoachinfo.com/archives/27.

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Seattle Biz Coach Terry Corbell is a business-performance consultant and profit professional. As a longtime media columnist, he publishes performance-enhancing strategies at The Biz Coach: http://www.bizcoachinfo.com, Proven Solutions for Maximum Profits.