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- Identify your objectives and goals.
- Recognize things that are more, and less, important for you (relatively to how they are for the other side). These are the thing you can trade.
- Think of second and third alternatives, in case you “don’t get what you want” as first option.
- Conflict resolution
- Ask – Why? Many time the direct objectives are revealed (the ‘what’) – but not the reason for them. Knowing the underlying reason enables flexibility.
- Generally ask questions – Why, What, How, When – same reason as the previous bullet.
- Objections handling
- Recognize if the objection is real. For example, ask what would happen if, hypothetically, the presented reason for objection was solved.
- Remember that things don’t have real value, only perceived one in a specific context. What’s the worth of tap water? And when you’re in the desert?
- In price negotiation, “the price is too high” objection can be answered with “compared with what?”
How to Negotiate so Everyone Wins, Especially You!
The Art of Negotiation
The Art of Negotiation – ecorner