How Do Great Negotiator's Behave?

What are their beliefs and top tips?

·         Believes passionately in the value of their product or service

·         Stays calm under pressure

·         Knows the difference between ‘buying tactics’ and genuine obstacles to purchase

·         Knows how to read people’s language and behavior

Eight Top Tips

1. Engage the other party early

 It’s easier to agree to something you helped develop, let them influence the style of proposal/presentation:
“How would you like to see this prepared?”

2. Be mentally prepared

Make sure your head is in the right place; belief in a positive outcome hugely influences the achievement of it:“ This will end successfully”

3. Open with appropriate terms

Expect to negotiate! Some people don’t feel like they have received a good deal unless they have negotiated something.

“What are you prepared to be flexible on?”

4. Hold your nerve

Don’t give ground too quickly, a quick discount or easy flexibility lacks integrity and suggests more is available!

“ Its all part of the game”

5. Unless it’s really obvious – obtain clarity

We sometimes assume that we understand their challenge taking care not to be combative!

“Make sure you really know what is the challenge you are addressing”

 6.  Acknowledge the validity of a challenge

It’s hard to argue with someone who appreciates your point of view:

“I understand your concerns…”

 7. Isolate the concern

A specific challenge can be an indication of a readiness to proceed!

“Other than this…”

8. Be prepared to walk away 

Appear prepared to walk away or remove preferable terms

“ What is my walk away position…?”