Negotiations can be frustrating, especially if you already feel as if you’ve “closed the deal.” However, it’s a truism that the deal isn’t really closed until the final contract is signed, and it’s that final contract that comes out of the negotiation process.
STEP #1: Lay The Groundwork
STEP #2: Prepare for the Negotiation
STEP #3: Have the Right Attitude
- Style #1: Competitive. The negotiation seen as a win-lose proposition. Concessions by one side are viewed as a victory for the opposite site and the emphasis is on having your side win at all costs. Such negotiations generally damage customer relationships, because one side ends up feeling as if they got screwed.
- Style #2: Cooperative. The negotiation is seen as a give-and-take proposition. Both sides are trying to be fair to one another, and see the need for a long term relationship and thus the negotiation is all about compromise and on not losing too much. Such negotiations seldom damage relationships, but they don’t improve them either.
- Style #3: Collaborative. The negotiation is seen as a win-win proposition. Both sides see their goals as aligned and work together to forge an arrangement that moves both agendas forward. The emphasis is on finding a way for both sides to win, big time. Such negotiations are the building blocks of strong customer relationships.
- STEP #4: Beware of Mind Games
- Mind Game #1: The Palatial Environment. Some execs have impressive offices, or invite you to a ridiculously luxurious venue, because they want you to be awed and grateful even to be there. If you are, you’re as stupid as teenage girl who’s impressed by a neat car.
- Mind Game #2: The “He’s Too Busy” Routine.
- Mind Game #3: The Underling Gauntlet.
- Mind Game #4: The Way-Too-Sexy Assistant.
- Mind Game #5: The Meeting Extension.
- Mind Game #6: The Big Wait.
STEP #5: Don’t Let It Get Personal
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