The Twelve Basic Principles Of Negotiation - Numbers 7 to 12
- Date: 2007-01-29 - Word Count: 587
Share This!
This is the second article in a two part series on the principles of negotiation. If you don't have access to the first part article then you will find it on my blog.
7. Use your strengths and manage your weaknesses
In every negotiation each party has strengths and weaknesses. If one party held all the cards then it would not be a negotiation, they would simply be dictating the terms.
Be aware of your strengths and how you can best use them and be aware of your weaknesses and know how to manage them. Part of managing your weaknesses is to disguise them as strengths wherever possible.
Strength in a negotiation comes from things like willingness to walk away, low perceived need, no or low time constraints or having something that the other party needs but can't easily get elsewhere.
Weakness comes from strong need for what the other party is offering, short time constraints, or low need on the part of the other party.
8. Respond rather than react
A reaction implies that it is a reflex and doesn't involve thought or strategy. Skilled negotiators try to get their opponents reacting.
Responding on the other hand is keeping your control and not doing anything that is not a thoughtful application of your strategy.
If you have the habit of reacting then it is very easy for a skilled negotiator to manipulate you during the negotiation.
9. Attract rather than chase
It is very difficult for you to win a negotiation if you are doing the chasing. The idea is to make your proposals in such a way that they draw the other party toward your desired result. This is achieved by a combination of having a good offer and presenting it with good negotiation skills.
10. Break complicated issues into simple elements and then negotiate the elements.
The human brain can only process so much information in one bite. If you are involved in a complex negotiation it will be better to break it down into several components and negotiate them as separate issues.
Some negotiators have, as a strength, the ability to mentally hold large amounts of information and they will try to keep the negotiation complicated. If this is not your strength then don't fall into this trap.
11. Know when to negotiate concepts and when to negotiate details
There are times when the details are extremely important but there are other times when they are just a distraction. Develop the skill of being able to see the difference.
It also may be a good strategy in many negotiations to gain agreement on a general concept first and then move on to negotiate the details.
12. Have a system to look after the details
Negotiations by their nature are generally verbal. Once the negotiation is over it is important to get the agreement into writing and signed as soon as possible.
The simplest way to achieve this is to already have a system in place, before the negotiation even starts. For a salesman this could be accomplished by having an official order form. For a complicated big business negotiation it may mean handing over to your legal department.
Keep in mind that the longer the time between the negotiation and the signing of the formal agreement the more likely it will be that the negotiation will reopen.
Negotiation is not a skill that you can master in five minutes, but these twelve basic principles are a good place to start.
James Delrojo would like to help you by giving you his
ebook "Unleash the Success Power of Your Mind"
(valued at $27) completely FREE.
Go to http://www.YourSuccessMind.com
7. Use your strengths and manage your weaknesses
In every negotiation each party has strengths and weaknesses. If one party held all the cards then it would not be a negotiation, they would simply be dictating the terms.
Be aware of your strengths and how you can best use them and be aware of your weaknesses and know how to manage them. Part of managing your weaknesses is to disguise them as strengths wherever possible.
Strength in a negotiation comes from things like willingness to walk away, low perceived need, no or low time constraints or having something that the other party needs but can't easily get elsewhere.
Weakness comes from strong need for what the other party is offering, short time constraints, or low need on the part of the other party.
8. Respond rather than react
A reaction implies that it is a reflex and doesn't involve thought or strategy. Skilled negotiators try to get their opponents reacting.
Responding on the other hand is keeping your control and not doing anything that is not a thoughtful application of your strategy.
If you have the habit of reacting then it is very easy for a skilled negotiator to manipulate you during the negotiation.
9. Attract rather than chase
It is very difficult for you to win a negotiation if you are doing the chasing. The idea is to make your proposals in such a way that they draw the other party toward your desired result. This is achieved by a combination of having a good offer and presenting it with good negotiation skills.
10. Break complicated issues into simple elements and then negotiate the elements.
The human brain can only process so much information in one bite. If you are involved in a complex negotiation it will be better to break it down into several components and negotiate them as separate issues.
Some negotiators have, as a strength, the ability to mentally hold large amounts of information and they will try to keep the negotiation complicated. If this is not your strength then don't fall into this trap.
11. Know when to negotiate concepts and when to negotiate details
There are times when the details are extremely important but there are other times when they are just a distraction. Develop the skill of being able to see the difference.
It also may be a good strategy in many negotiations to gain agreement on a general concept first and then move on to negotiate the details.
12. Have a system to look after the details
Negotiations by their nature are generally verbal. Once the negotiation is over it is important to get the agreement into writing and signed as soon as possible.
The simplest way to achieve this is to already have a system in place, before the negotiation even starts. For a salesman this could be accomplished by having an official order form. For a complicated big business negotiation it may mean handing over to your legal department.
Keep in mind that the longer the time between the negotiation and the signing of the formal agreement the more likely it will be that the negotiation will reopen.
Negotiation is not a skill that you can master in five minutes, but these twelve basic principles are a good place to start.
James Delrojo would like to help you by giving you his
ebook "Unleash the Success Power of Your Mind"
(valued at $27) completely FREE.
Go to http://www.YourSuccessMind.com
Related Tags: negotiation, negotiation skills, negotiation strategy, negotiation technique
Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou
