It is amazing how many people enter negotiations without preparation. The preparation can take several forms. For our discussion today, I want to deal with the concept of positioning yourself or your organization prior to the negotiation. Many times you have the ability to influence the other party before they become part of a negotiation. One of the most obvious industries to utilize this tactic is the automotive industry. Next time you go to buy a new or used car, first check the online advertising. I'm sure that you will notice phrases similar to the following; hassle free pricing, lowest price available, negotiation free pricing. These tactics are blatant attempts to convince you prior to the negotiation that they are already giving you their best price. Some of you will say will that's obvious! I plan to negotiate any way. Good for you. You represent only one sector of the negotiating population. There are other people that are so nervous or unprepared that when they hear the phrases previously mentioned, they feel relieved. They won't have to negotiate with the car dealer. In many of these cases the car dealer achieves a much higher rate of return. How does this apply to your current business or your life? Whenever you are are about to enter into some type of transaction or negotiation, first establish negotiating principles to follow. These principles will involve items such as: top price, when to walk away from a deal, personal conduct during the negotiation, etc. If used appropriately, these principles will go a long way towards getting the best possible deal for you or your company. Also remember that the most important principle for being successful is the ability to walk away from any negotiation. The moment you lose the ability to walk away from the negotiation, you're at the mercy of the other party.
Copyright 2009 - Jim Lindell