10 lessons for negotiating a better activity Today in business we do not get what they want - you get what you negotiate. You see, everyone wants to know "What's in it for me?" So for you to get what you want, you better be prepared to answer that question for people who do business with the control of the negotiation of learning. I had a great deal of success in negotiating the opportunities these days, especially since I'm not known as a chief negotiator. I negotiated raises that were five times what was offered, negotiated a management position worth thousands more than the job description with triple safety, and barter online services worth hundreds of thousands Projected revenue for my business. How does a novice like me realize these things and learn to negotiate in business? Here are 10 steps that I use for a successful negotiation: Know what you want ... and what they want What sounds simple, but difficult to implement. You need to know exactly what you want from the transaction or negotiation. Do not wait until the other party to state its position to determine what yours will be. If you want a raise, how much? A sales commission of clicks, what percentage? Write these things as a wish list of everything you want before you begin negotiations. If you can not look back and see that they were forced to accept the terms for things that do not need to start. In order to effectively counter and find the form of value corresponds to the needs of the other party, you must first know what those needs. Again, be very specific in terms of dollars, percentages, time, etc. Savvy negotiators will take your details and read between the lines to meet the needs not specified, the emotional benefits as political gains within the company . Be patient The lack of patience on your part can make it look like an amateur and kill a deal. Ed Brodow, author of dealing with trust, says that patience can be devastating to the other negotiator, if in a hurry. The reverse is true for you. Hide self-imposed deadlines to show his opponent that could be taken a little easier to comply with a timetable. "Never accept the first offer," said Brodow. "They will be more satisfied if the first offer is rejected - because when you finally say" yes "to the conclusion that they have pushed to its limit. Know your cut-and-run point One big problem with the auction buyers is that people enthusiastically whipped into a frenzy during the bidding process and ultimately buy something at a price much higher than what has been considered possible. Not disclose their bidding limit. This may occur during the negotiation as well. You must reserve its position or cut-off point on the run. What is the amount of substance that will accept? What will you die on the hill? In any negotiation will have to make concessions if for no other reason than to allow the other party feel to have something out of the negotiations. Decide in advance what concessions will be key, which is really important to you. Do not die on a hill is not worth dying over guys. If you are offered a management position in a company car is the monthly rent of an important point to be a deal killer? Benefits to suit your needs So you can expect someone to give you something, you know you have to deliver value, benefits, for him, either verbal or written negotiation of a proposal. Now you know what you want, then browse the list of attributes for you or your business, and watch games with the needs of your counterpart negotiation. Expert negotiators are not satisfied that the other party want is not listed, and how they come together to do business. For example, recently negotiated an agreement on the name of a business portal in line with a national data provider. The data provider allows us to load the data that are normally paid by a subscription in exchange for access to Web traffic expected on the site. This means that traffic from clicks of sales, which has even negotiated a commission! Finding win-win It's a mentality that needs to happen for you to be successful today. No more winners and losers in the discovery of the consultative sales or negotiations. It must be winners on both sides of the table, to find that you can fill in the gaps and how others can fill gaps. The fact is that every company and every individual is different, with different needs and desires. Use to your advantage. Something that has little cost to you at the concession may be a major blow for people doing business. What it does, because the situation of reciprocity applies to you. Free software is an example. The software takes a bit of play, therefore, the marginal costs for a software company are tiny, but the value of a packet can be immense to the right. Everybody wins if all parties to maintain their opposition to the spirit rather than the need to think about defeat. Opportunities will surface that you never thought possible. Find viable compromises This goes back to point number 4. Some things can not live, but others are flexible. Knowing in advance where you can be flexible and how to be flexible (or Plasticman Gumby?). Each time you give a point in a region, such as payment terms, it is perfectly acceptable and expected to double in another part elsewhere. As long as you keep hesitating in their critical negotiating objectives, you can find compromises that allow both sides to meet in the middle, without losing anything of real value. Never undermined its value It is a basic sales mantra I live, and it happens every day when people recognize our rates and conditions, without limiting the service or demand equivalent concessions. If you are willing to take a hit to their earnings in exchange for nothing, your credibility goes to zero, now and in the future. If you do it once expected. Also leads to mistrust, because you just did not show that his best option from the start. You have prepared for the proverbial spitting distance of the competition, submitting to him to intimidate the future of unjustified concessions. When a negotiation concede anything, make sure it will show the value is less than the hand or the value of the additional demand from them. Stick to your guns If you offer a good proposal and you know it, tolerate it! Do not let fear, the indulgence of their counterparts in language or reprimand will push into position. Let him blow steam, which tells you how your argument is ridiculous, at the same time prove something, and again stressed that it earns for doing business with you. Put the ball in their court to ask him to show how there is no value in your offer. It is easy to throw stones. It is much more difficult to prove these stones were in the air flight worthy. No turning back and not to fail in the final negotiation. If you can not get satisfaction, follow Brodow Trading Act of specialists, "Always be ready to go." Other offerings are a little on the horizon, so do not get too personal in it. Document the agreement as soon as possible You have what you want and do so on the other side. "Look honey, it's a win-win." Great! Get it on paper before you pat on the back and the other guys are disconnected. Why? First, tomorrow, his memory can recall some something different. Negotiators sometimes Secondly, many are among the leaders of organizations or individuals who run the operation, but no legal training. As soon as the lawyers and analysts to make contact with the agreement, you can bet items will be questioned today, that was a slam- dunk yesterday. Ah, yes, yes. The next time you're in a situation where giving and receiving, recalls a negotiation takes place, if you call it that or not. Apply these ten principles to their situation and shows little surprised that the increase probably work again the next sale, or get that much. Then go to your favorite restaurant and reward yourself with a hot meal to get what you wanted you. You deserve it.
Pages to are hidden for
"10 lessons for negotiating a better activity"Please download to view full document