Let's Negotiate: Negotiating Stumbling Blocks
What are some of the most common stumbling blocks encountered when negotiating contracts on your clients behalf? When you are negotiating with them for their business?
Poor listening skills
Ignoring non-verbal clues
Focusing on differences
Undefined / unrealistic goals
Now that we have listed a few stumbling blocks let's brainstorm solutions to overcome them and put the deal together.
- Solutions for inflated egos: Use the Win/Win style of negotiating Don't win the battle only to lose the war. We live in the community in which we work.
- Solutions for unskilled negotiators: Re-define the rules of negotiating. Restate goals and timetable/ Sellers want to sell and buyers want to buy. Our job is to bring both parties together.
- Solutions for passive negotiators: It's not about things. It's about people. It takes time and effort. Not all people are motivated by money.
- Solutions for emotions: Maintain objectivity. A professional is always in control. "No" can be a starting point rather than a roadblock.
- Dealing with poor listeners: Paraphrase the other party's position. Ask ..."How do you feel about . . .?"
- Detecting non-verbal clues: Face to face is most effective. Watch body language
- Focusing on differences: Create momentum by emphasizing common points of agreement. "Great! We agree on . . . "
- Undefined/Unrealistic goals: Know the difference between a realistic buyer and realistic seller and know when to say, "You're Fired!" I can choose to work with Realistic or Unrealistic clients. I only get paid when the deal goes together.
Please share your favorite negotiating tip with the ActiveRain community . . .What helps you get the deal together?