In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.
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.
“Do the homework, and the test is easy.” Dr. Jeff Spencer You need about 63-65 repetitions of use of a skill to build the neural pathway, so its use is comfortable, to put you on the path to mastery. But how? Where can you get your low stakes practice for your high stakes performance?
This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have you got a few minutes to talk?”
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.
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away. Here’s how to flip the control dynamic on it’s head and enjoy the process.
If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of the victim. After all, where else are the kidnappers going to go to get a ransom. Can you apply this to your negotiations?
Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both.
How do you overcome the objection every time? Live by 2 rules: Treat every stated objection as a counter-offer in disguise – an implied agreement. The stated objection isn’t the real problem. It’s blocking for an emotional one.
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.