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:
- 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
- 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  Emphasize on the value you receive, not the price (find out what other side applies)
4. Closing  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
Have you found these points helpful? What other negotiation criteria could offer those you find useful?