Magazine article Management Today

Your Route to the Top: Smart Negotiation

Magazine article Management Today

Your Route to the Top: Smart Negotiation

Article excerpt

Talk to the big cheeses. Negotiations are pointless without the right people present. Find out who holds the real power and make sure they (or their best alternatives) are at the table.

Listen up. Small talk reveals big issues. As you settle, ask questions to gather facts about their business, motivations and challenges. Your client's throwaway 'business is booming, despite the climate' could be useful when discussing price.

Grow the pie. Present your ideas as a starting point to improve on together, not something you have to defend. Find opportunities for mutual gain to seal the relationship.

Dig deep. Explore both parties' interests in detail. You decide it's time to overhaul your direct marketing system, they show you that your real needs are more reliable contact information and to save time and money by cleaning up your database.

Show your human side. Mention a hobby, reveal a concern, make a joke Rapport and trust oil the wheels of negotiation.

Use your negotiables. First, concede things that are of high perceived value to the other party but low value to you. …

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