Jeanine Good in
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08 25th, 2012 |
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The state of all economies around the world means your business negotiating has to be in top form. If you let yourself be anything less than properly effective and powerful, you might fail or even go bankrupt. You also have no way of knowing who will wind up sitting on the other side of that table. If you?re up against experience, then your work is cut-out for you with little room for error. Negotiating involves many important factors such as your mindset and degree of preparedness. You have to know everything that is relevant about your opponent. And don?t worry, they are absolutely doing the same thing about you. There just is no excuse to allow yourself to be unprepared so use the following tips to increase your success.
You must prepare very well before the negotiation proceedings begin. This is what will tell you what you need to know so that you can win. If you are not sure what you need to know, then here is what you need to do. Write a list of every single important question that you can think of. The most basic questions concern weaknesses and strengths. Find out what exactly that business needs and how badly those needs are pressing against it. Find out their history, current situation and any future plans. Every professional has goals and you need to find out how strongly the professional desires those goals and how far he is willing to go to achieve it.
If you can make a concession and get something of equal value, then this type of negotiation is something you should definitely follow through with. If you make a concession, without exchanging anything, it?s like you have given up. If you do make concessions without rewards, then unwanted openings will definitely manifest. People will start asking for more concessions which is not a direction you want to go. If you do that, and it happens, then you will no longer be negotiating. Negotiating is really a giant psychological game that you have to play to win. Succeeding with negotiating is all about drawing lines in the sand and sticking to your guns.
Don?t bring your personal problems or issues with you to the negotiating table. A skilled negotiator may make a play on your emotions in some manner, and you must be prepared. One way they do this is by trying to distract you with personality characteristics (real or not). This means you need to keep your focus on what is going on so that you can see this technique for what it is and not get upset. The person might do something that you truly detest, this is an example of playing upon your emotions. Your best course of action is to tell yourself not to take anything that they do personally and just ignore all of it.
Have the right perspective on the business, or people, with whom you?re negotiating. You need to avoid any emotional bonding, staying professional and polite at all times. You need to avoid innocent chitchat and personal interactions as well. Your frame of mind should be that any small talk is simply a way to open you up and take advantage of you in someway.
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