Start By Listening, Don't reveal What You Want Right Away..Let the other side go first, so you know what you are dealing with. If they're hesitant, be firm.  Explain that you can't give them what they want without knowing what they need.

Stick to the Process, experts say there is a 3 step process to successful negotiations.  Collect the opening positions.  Probe for more information.  Arrive at a compromise.  Look for common ground in the step where you're asking for more info.  Suppose you're buying a used piano.  After the seller and you share opening positions, ask what's included--the piano bench, a piano light, maybe some sheet music the seller no longer needs.  These can be things on which you and the seller can compromise.

Be ready with"Under what circumstance" This is the magic phrase that reveals what the other side feels they need. "Under what circumstances would you provide this financing for my business?" "under what circumstance can you deliver this by the end of the month?".Until you know this, you can't reach a compromise.

Avoid round numbers.  One office cleaning service quotes $ 40 a week, another says $ 38.  Which one would you negotiate with?  Always come to the negotiating table with an exact number, but don't use zeros.  Not using a round number makes it look like you've done the math, which can intimidate the opposition.  Make concessions the same way..If you have to come down ,lead with an odd number amount.

Follow these guidelines and you should come out of every negotation not necessarily with everything you want, but always with everything you need.

 
Posted by Suzi Boyle on 05/30/2012 08:27 AM   Comments (3)   Miscellaneous Topic in the ActiveRain Channel   4 guidelines for successful negotiations  
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3 Comments on 4 Guidelines for Successful Negotiations

MAY
30
433,136 Points 10 Featured Posts Outside Blog

Suzi, you are correct that we may not get everything we want, but we can get everything we need. Nice post!
8:30am • #1
569,544 Points 1 Featured Post Localism Sponsor Outside Blog

Hi Suzi,  So many agents think negotiating is always just a low ball number !
8:32am • #2
179,203 Points 2 Featured Posts

Thanks David & Bill
8:37am • #3


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Suzi Boyle

Boise, ID

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