Some small-timers in the business often consider negotiating a dirty word. Ask for more, wanting to pay less and trying to "compete" with the other, everyone feels wrong that so many small business people. Unfortunately, they are the same companies that are more likely to be difficult, since they are regularly outmaneuvered by their more vicious competitors. In the demanding world of business today, can you really afford to allow customers to slip through your fingers? Do you have to work twice as hard to earn the same amount as your competitors? With a few basic and relatively easy to apply tactics, you can very quickly improve your negotiating skills, and gain the upper hand when we discuss an agreement.
One of the first things that people fear is the feeling of excitement that competition brings. If you feel nervous about the pressure and competitive advantages of the other party can have is a very simple rule to apply: acting dumb. This may seem a little bizarre, but it works. Let us take the example of buying a used car. Often there may be a lot of pressure from the seller as he tries all tricks in the book to close the sale. One of the tactics some people try to act smart, almost competing with the seller at his home. In trying to outwit the seller actually you end up playing into his hands, then chances are high that he lives and dream cars. He has probably already bought and sold more cars than you will in your entire life! The seller has all the advantages, it seems, and then try to act smart and compete with him on product knowledge will probably end in failure!
So rather than act dumb and ask him to go over the figures again when he mentioned the price. Ask him to explain enhancements again. 'Sorry, I wonder if you could just tell me how satellite navigation works? " Or "What is dual fuel?" Why do you act this way? Very simply, he will not see you as competition. He will think you need help, and so competitive atmosphere fades, and he steps toward you, offering help and advice. When he feels convinced that he lets his guard down. He will now be more open to a counter offer. This is so often the tactics used by old timers in the business, and you will often hear very experienced negotiators ask for conformation or explanation for something simple, and look as if they need extra help or advice. Of course, a different rule here: do not act stupid if it's in your area of expertise! There is one golden rule when it comes to negotiation - never be the first to say what you want. If it is about money and expenses not all negotiation is - so make sure the other party is the first to place a figure on the table. It is well known in the industry dealer classes that the party who makes the first offer on the table will not get what they want. If you want to buy a car, you already know that the figure in the window is not the one they expect to receive.
But if you go ahead and offer a fair number you think the chances are that even if what they were really after, will they get up. But if you let them make the first offer, which probably will be less than the figure in the wind (because they like you because it is a Thursday, because they must meet certain goals by month end ...), so you can make an offer much lower than this. Whichever way around it is done, the party placing the first number on the table will be to move further away from their ideal goal. By combining these two tactics - which is stupid to take the sting out of the competitive spirit and disarm the other party and always make sure that the other party establishes a price or demands before you do, you will find yourself in a much stronger position. This will increase the strength of your hand when you ultimately have to make an offer.
No comments:
Post a Comment