Negotiation Techniques

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Nogotiation Negotiation skills Five basic principles • Be hard on the problem and soft on the person • Focus on needs, not positions • Emphasize common ground • Be inventive about options • Make clear agreements Where possible prepare in advance. Consider what your needs are and what the other person 's are. Consider outcomes that would address more of what you both want. Commit yourself to a win/win approach, even if tactics used by the other person seem unfair. Be clear that your task will be to steer the negotiation in a positive direction. To do so you may need to do some of the following: Reframe Ask a question to reframe. (e.g. "If we succeed in resolving this problem,. what differences would you notice?" Request…show more content…
Although you are not aiming to give out the maximum, it is worth knowing so that you will not go out of your limits. Know what your opposition is trying to achieve by their negotiation. This is useful information that could be used to your benefit and may well be used to reach a final agreement. Consider what is valuable to your business, not the costs. You may end up losing something in the negotiation that is more valuable to your business than money. It could be a reliable client or your company reputation. Negotiating It is important that you approach the other party directly to make an appointment to negotiate should it be in person, writing or by phone (not through a phone operator, receptionist, assistant etc) as this will allow you to set the agenda in advance, and improve the prospects of the other party preparing sufficiently enough to make a decision on the day. Try to be fairly open about your reason for contact or they may lose interest instantly and not follow up on the appointment. Save all your comments for the actual appointment- don 't give away anything that will give them a chance to prepare too thoroughly: it 's not war, but it is business! So, it 's time to negotiate and you 've prepared well. What else must you have? Two things: confidence and power. Your power will come from your ability to influence. For example, you may be the buyer (but not always a strong position), or have
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