Writing Is An Anchor
Never put things into writing unless you’re prepared to live with them. Once an item is put into writing, it becomes an anchor either for you or the customer. This is especially critical when negotiating with a professional buyer who will use anything put into writing as leverage.
Sell First, Negotiate Second
Always have room to give something the other person will deem as a perceived benefit. This is why it is so important to sell first and negotiate second. By selling first, you have the opportunity to ask questions and validate the key benefits for which the customer is looking. During the negotiation phase, a customer will attempt to mask the benefits they desire, making it harder to determine exactly what the customer wants.
When to Walk Away
Know when to walk away and be confident in doing so. To execute honduras telegram data this requires the walk away point being shared in advance with others to ensure accountability is in place if and when this tactic has to be used.
Know at least 5 things the other person wants that you can offer. Again, this is why it is so important to sell first and negotiate second. By doing so, it will be possible to know in advance of the negotiation phase what can be offered. Know at least 5 things you can say that will discount what the other person is offering (price not included). Never negotiate on price. Negotiate using other items, such as technical performance, operational efficiencies, etc. that will provide the leverage needed to avoid a price-oriented discussion.
Don’t Get Personal
Always treat the other person with respect and dignity. Negotiate over things and services, not personal matters. Never allow the negotiation to become personal in nature. This even applies to those situations where a close personal relationship may exist. A quick rule to keep in mind: If the relationship is so good, then why is anything being negotiated anyway? If a negotiation does become personal in nature, do not hesitate to step away and arrange a follow-up time to resume negotiating.