Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price quote. In an ideal world, the proposal you receive would match your desired budget, goals, and expectations. But that’s often not the case.
One definition of negotiation that can be found in a dictionary is "a focused comparison of ideas/results," which to me is a sophisticated way of saying an argument over issues.
When responding to any counter-proposal, you need to make sure you don’t let yourself get sucked into the sequential move game. In a sequential move game with “evenly” matched players, as a second mover, you can only tie or lose. Are you interested in a more complicated game of tick tack toe?
When you go into a negotiation that has a high probability of being combative, these are the strategies for overcoming those points of contention. In fact, most of the approach stems from ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure the other side won’t have to experience the irritation ever again.
Before you go into any negotiation you probably address some form of the below: Time spent planning Purpose of interaction How do we move the negotiations forward? Now ask yourself, how much of that is self-centered?
If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal ball or a time machine and haven’t fully developed your psychic abilities just yet. Hence the reason for a communication process and varying amounts of preparation based on circumstance and of course time.
Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information gathering endeavor, you need to be prepared to make sure you take every opportunity to make yourself smarter. Sometimes these moments are when questions are asked of you. They are trying to piece together the puzzle for themselves which is why they...
We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning your counterpart into the solver of problems is essential to making this happen for 2 reasons. First, we know that human nature tells us people feel in control when they are doing the talking. Second, buy-in is paramount to great execution. As a...
How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in life. It's important to remember when trying to influence behavior is that human nature reaction is the beginning of decision making. Here are 3 ways you can use human nature to help influence behavior.