| So let's say that you were going to drive to | | | | your starting offer is going to be for each of |
| some place far, far away. Let's go a step farther | | | | these points. Many negotiators do this step and |
| and say that you sorta knew where you were | | | | then forget to do the next part - make up your |
| going to go to, but that you had never been | | | | mind as to where you are going to be willing to |
| there before. Can you imagine yourself just | | | | end up on this point. |
| jumping into the car and driving with doing any | | | | - Deal With "No": Arguably the word "no" is one of |
| planning? Believe it or not, this is exactly how | | | | the most powerful words in the English language |
| some sales negotiators jump into a negotiation. | | | | and it can stop any sales negotiator in his / her |
| What, Me Plan? | | | | tracks if you aren't prepared for it. Before the |
| So how would you get ready for that long car | | | | negotiation starts you need to assume that the |
| ride? I'm betting that you'd fill up the gas tank. | | | | other side is going to say "no" to every proposal |
| You might check the air in the tires. Probably | | | | that you make. Knowing this, you need to decide |
| you'd pack some food and bring along some | | | | in advance how you are going to react when |
| tapes / CDs to listen to. You might even go so | | | | they say it. |
| far as to get a map (or these days a GPS | | | | - Pick Your "Gets": It's a fact of life during any |
| system) and figure out how you were going to | | | | negotiation that you're going to have to give in on |
| get from here to there. | | | | some points. Knowing that this will happen, before |
| It turns out that the same set of basic steps | | | | the negotiation you need to make a list of what |
| need to be taken by a sales negotiator before | | | | you're going to get from the other side when you |
| starting any negotiation. During a car trip you sure | | | | make a concession to them. |
| don't want to run out of gas, go hungry, or lose | | | | - Set The Scene: All too often it's after a |
| your way. The same can be said of a sales | | | | negotiation has started that a negotiator |
| negotiation. | | | | discovers that where and when the negotiation is |
| 5 Things You Have To Do Before You Start Any | | | | happening is not in their best interests. Take some |
| Negotiation | | | | time before the negotiation is even scheduled to |
| To help get you properly prepared for your next | | | | pick where and when you want it to happen - |
| sales negotiation, I've got some suggestions. Here | | | | make sure that it's easy for you to get to (and |
| are five steps that you need to take before you | | | | to leave) and that it works with your schedule. |
| sit down at the negotiating table: | | | | What All Of This Means For You |
| - Create A "Want" List: How can you be | | | | There's probably not a sales negotiator out there |
| successful during a negotiation if you don't know | | | | that won't agree that taking the time to do a |
| what you want? Take the time to create a list of | | | | good job of planning is a key factor in determining |
| what you want to get out of the negotiation. Be | | | | how a negotiation comes out. However, all too |
| careful here: not all wants are created the same. | | | | often we just don't do this well. |
| Make sure that you distinguish between the ones | | | | It turns out that there are a sequence of planning |
| that you can't live without and the ones that | | | | steps that you need to perform before every |
| would just be nice to have. | | | | negotiation. By doing these steps, you'll be cool, |
| - Pick A Start And An End Point: Before you start | | | | calm, and collected when things happen during the |
| any negotiation, you can pretty much identify the | | | | negotiation and you can keep your focus on what |
| main issues that will be coming up during the | | | | matters the most - getting the best deal! |
| negotiation. Take the time to determine what | | | | |