| I used to think there were people who were | | | | over a price in a flea market. Price may not be as |
| naturally good at negotiation, and those (like me) | | | | key as, for example, the required deliverables. |
| who were naturally bad; in other words it's like | | | | 6. Face up, test and challenge difficulties - if |
| being tall, or having a good singing voice. To a | | | | someone comes up with a 'difficulty' - for |
| certain extent this can be true - there are those | | | | example, your budget is £10,000; check it |
| who seem to like the cut and thrust of | | | | out for its validity. Try saying: "to ensure timely |
| negotiation, but unlike height or perfect pitch | | | | delivery, could the budget stretch to |
| negotiation is a skill that can easily be learned, and | | | | £11,000?" If there is hesitation, you'll know |
| a skill that a person improves with practice. | | | | the price can be negotiated further. |
| To get you started here are some tips I have | | | | 7. Have a stalemate technique in reserve - if |
| found useful when conducting a negotiation. | | | | you've spent a lot of time negotiating and it's |
| | | | going well, but you suddenly find a point you |
| 1. Always prepare carefully in advance - find out | | | | agree to disagree on, suggest you 'set it aside' |
| all you can about who you will be negotiating with | | | | and move on to items you can continue to agree |
| and what it is they might want, remembering | | | | on. |
| what it is you actually want to achieve yourself. | | | | 8. Go for the win/win - it's vital in any negotiation |
| 2. Don't ask for everything you want at the start | | | | that you should both feel you have won, that the |
| - you should wait until the moment when your | | | | negotiations have been fair, that all targets will be |
| opposite has decided to accept your offer and | | | | met by both sides resulting in the deal producing |
| then you can add 'I assume this includes | | | | further work later. Make sure you have been |
| 'whatever'?' When people feel they have reached | | | | truthful throughout. |
| a decision, they can be more exposed. | | | | 9. Nothing for free - if you give something away, |
| 3. Have a 'higher authority' in reserve - if you feel | | | | make sure you get something back in exchange. |
| you might need to refuse, say you should check | | | | 10. Summarise, say and send - take notes, then |
| with a senior colleague before agreeing - that way | | | | write a summary of what you think the |
| it's the higher authority refusing and not you. | | | | concluded deal is, say you will send and then send |
| 4. More listen less talk - do not be argumentative. | | | | to all parties, preferably same day, even if the |
| Agree with what's being said and then try to turn | | | | other party will not be back at their office until |
| it around if you disagree | | | | the following morning. |
| 5. Don't haggle - negotiating is not like haggling | | | | |