4 steps to negotiate with your customer

So what are the best ways to approach negotiations? Well, there are four main steps in most discussions; prepare, install, prepare and close.

So if you are negotiating with your client, here are some tips for each stage of the process:

1. Preparation

  • Take the time to familiarize yourself with all the details of the contract to build your confidence in the negotiations
  • Decide on three things before entering into the contract: a) what ideal output is b) what you "d be happy with and c) the point you leave the contract
  • Work out what the "worst case" is and impact (financial or otherwise) would be yours / your business
  • If possible, try to get an idea of ​​what is important to the other side and even trying to test their position before entering the negotiations itself (knowledge signifies the upper hand)
  • The goal is always realistic and keep this position as long as you can, you can always come down but you will not can push it back
  • Be ready to justify your starting position and also be ready to say no
  • Prepare what You need to do business with – and prioritize these things according to value for yourself.
  • Remember that what you decide in these negotiations will set an example for what happens in the future, ie. when you have set permissions & # 39; For no reason, did your customers ask for similar concessions in the future – you are making a rod for your own back if you do!

2. Set up

  • Try not to intimidate the other side of visibility, data, facts, numbers, etc. But try to see what they will start with and what you will answer to
  • Place an agenda for the negotiations, but do not try to be the first one to show
  • Be curious and use intelligent questions to gather more information. Don't try to convince the other side to think and not be too emotional.
  • Sound & # 39; sure & # 39; when you say your position and have the confidence to ask you what you are looking for.
  • Consider that the other side will demand your position / price
  • Decide that you will be strong if the other side decides to play energy games as a good legislator bad cop and # 39; or aggression to force their position

3. Negotiations

  • Never give anything without asking for something in return. Take the time and don't be too quick to change your position when the other side pushes.
  • If you lower the price then the scope of what you see for that fee should change according to eg "if you want to reduce the total cost, we can switch X elements with X (ie cheaper items)" or "how can we only assume one of the variables rather than the two, which will reduce the total cost by X "etc.
  • If a question or a dot arises that you have not expected, do
  • Do not be uncompromising, seek to be as co-operative as possible by negotiation
  • Ask questions "What is important you have .. .? "" What if you give X and you gave us Y instead? "" What is most valuable to you / your company? "
  • Don't assess your position by agreeing to divide the difference [19659005] Emphasize on the value you receive, not the price (find out what other side applies)

4. Closing [19659004] Closing negotiations is where most concessions are made, being logical and not being fooled by the last minute & # 39; tactics to throw the negotiations of course

  • Goal to win / win position but at least ensured the side charges they received something valuable from the negotiations
  • Not forced into a bad deal. It is better to walk away than to accept something that has not been properly thought through
  • Have you found these points helpful? What other negotiation criteria could offer those you find useful?


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