Negotiation Secrets Revealed by Richard Carroll

Author:Richard Carroll
Language: eng
Format: epub
Tags: negotiation, salary negotiation, conflict resolution, negotiating, negotiations, negotiation tactics, negotiating skills, negotiate, how to negotiate, negotiate everything, negotiate anything, negotiate like a pro
Publisher: Richard Carroll
Published: 2015-02-03T00:00:00+00:00

Chapter 4: Going Straight To Business

Now that you have known the ways on how to kick off a negotiation, follow now the techniques and tactics on how to succeed on the core of it:

Go First, Go Straight To The Point, And Set The Anchor.

After expressing cordial compliments, dive straight to the point. Tell them right away your target. They do not like it, and probably you too, when one talks too much about something out-of-the topic. Discuss deals right away.

Set the deal first. The first offer will set the anchor. If a buyer is the one to set the deal first, the final price will be low simply because the starting price is low. In contrast, if the seller is to drop the anchor, the final price may be high. Simply because, most buyers want to pay for lower price, while most sellers want to get higher pay.

It's Not Just About The Money

It is important to avoid sounding as if the only thing that matters to you is money. When asking about prices, instead of saying "What's the lowest you can" say, "What's the lowest price point you think is good for both us?" Say "Are we settled with this?" instead of, "Are you okay with that?" Make your sentences sound you have concern to the other side by using plural pronouns like "we" or "us" instead of using "I" or "me." Involve them with your targets.

Moreover, balance the talk with asking about the advantages of the product or service being sold. Talk about how they will be helpful to your business; and then let them do the same with you.

Consider, But Do Not Give In To First Offers

Fact: a negotiator's initial offer, however persuasive, is not the best yet. Especially when it does not meet your aim, politely decline it, and then ask for a better offer—the one that fits your target. On the bright side, other side's first offer often tells so much about where the negotiation might go, and about what their true intention is. The opening offer from the other side is a hint that shows you what to do next. So study the first offer, base there where the negotiation may end, and then figure out where they can make concessions. Take advantage of it.

Never Set Price Ranges

Setting a limit for figures is a false move. Especially when you are the seller, setting ranges you are not completely confident with will trap you in a price-conundrum. Setting ranges will just create anchors. For instance, you say “Somewhere between $200 to $500 dollars.” The buyer will automatically opt for the cost closer to $200 even if your price aim is just a little bit lower than $500.

Suggest Sensible Offers

Always remember that it is not just your target that matters, always consider their objective too. You and the other negotiator need to come up to a solution that will both benefit each side. Eschew the idea that negotiation is a competition. It is not about who will win over and who will not.

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