2d ago in General discussion
Negotiation Setup in your Mind
One way to increase your strength in an up-coming negotiation is the correct mind set.
We all heard the phrase "Win-Win" right? But what if I told you that "win-win" means YOU LOSE?
In a negotiation you have to get your opponent to "budge" on something. Maybe its about Price. You lower your price, or your opponent agrees to a higher price. "Win-Win" means you lowered and your opponent pays a little more. You both lose.
Going into the meeting your mind must be set on explaining your position and keeping your position by being able to resell your opponent AND make them happy so accommodate you. You do this by understanding every last detail of your opponent, their money, their peers and of course their timing.
Lets assume you know very little about your opponent and their true intentions. Going into the negotiation is now very stressful. But not if you know how to set up the right questions.
Ask questions beginning with:
1) Is seems to me like ...
2) Am I right by assuming...
3) Can you clarify for me, ....
But you want these questions to 'miss the mark' and force your opponent to correct you. This way the tell you what the real underlying problems are (if any) and you will know if they are bluffing.
Once you get them to exhaust their side of the story you have all the ammo you need to resell them on the deal. And if you can, sweeten the deal with another upsell.
Remember always justify price with value. Justify value with more value to make a full package. Never go down in price. If price goes down so does value. Free = Zero value. There is no exchange. Just loss.
Am I right by assuming you enjoyed this post? Tell me about negotiations you have engaged in. Ask me anything, but can you clarify to me what you where negotiating about? It seems to me this will be a learning opportunity. Am I right?
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Negotiation Setup in your Mind
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