Negotiate With Yourself Before Negotiations Begin!
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One of the questions we toss around at my negotiation seminars is: “When does a negotiation begin?”
To prove this isn’t an idle exercise, let me point to the time that I sold a commercial property. It was almost two years to the day after I had originally taken it off the market, having listed it with a Realtor who did me no good, whatsoever.
Actually, that’s not 100% true.
He got me two offers, one of which I surmised was from a neighbor. Both were so low that I countered neither, and decided to wait.
Before listing the property again, I let it be known to my neighbor that I might be selling and if he wanted to get in an exclusive offer, he had better move fast. He disclosed that his wife was peeved that he didn’t grab the property, before.
So, I knew he was hot to trot, and I sold it to him at a very agreeable price.
Did my negotiation begin when I first listed the building, or when I let it be known I’d entertain an offer, two years later?
It probably began without my knowledge, when he first thought of merging the adjoining parcels into a larger development, which became his goal.
Anyway, I’m here to make a related point. Negotiation begins sooner than we think, and usually it begins with ourselves.
You need to do several preparatory things before you meet with another party:
(1) Forget about your favored negotiating style and vow to be FLEXIBLE, once you get underway. If the tone becomes rough and tumble or sweet and amiable, adapt.
(2) Set a high aspiration, a big goal, an ideal outcome for the session. There is much evidence to support the idea that your results follow your aim, so aim high.
(3) Set another figure, a bottom line, which is your minimum or maximum price.
(4) Compile a list of “nice to have’s,” some smaller goals that you can concede to get those bigger things that you’re really after.
(5) Be ready to deadlock, to come to NO DEAL, if you can’t get a good one.
If you do this pre-work you’ll be ready to succeed when negotiations formally begin!
Are you looking for “best practices” negotiation, sales, customer service, or telemarketing training? Contact us.
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies..
His web site is: http://www.customersatisfaction.com and he can be seen on CNBC at: http://www.cnbc.com/id/15840232?video=417455932# and reached at: gary@customersatisfaction.com. His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com
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