Submitted by: Submitted by soluble
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Pages: 7
Category: Business and Industry
Date Submitted: 03/05/2009 07:55 AM
How to Prepare for Any Negotiation Session
If you think successful salespeople “wing it” when it comes to negotiation, think
again. In truth, they prepare for every negotiation with the same rigor as a student
preparing for an upcoming exam. Smart salespeople realize effective negotiation depends
on preparation. They take time to think through their own position and that of their
counterpart so they can ultimately handle anything that may arise during the bargaining
process.
To become an effective negotiator and a more successful salesperson, you must
understand the power of preparation. The first step is to solidify your position. Start by
answering the following question: “Where do I stand?” In other words, what is your
position in the negotiation process?
Knowing your position means more than saying to yourself, “I want this,” or, “I
want that.” In most cases, your position will encompass more components than just the
issue driving you to the bargaining table. Before entering the crossfire, use the following
three inventory items to establish your position:
1. Know What You Want
Rather than enter a negotiating situation with a vague idea of your position, take
time beforehand to formulate a detailed picture in your mind of what you want. Start by
making a list of your demands. Say, for example, you’re applying for a new job. In this
case, your list may include a desired salary, benefits, and vacation time.
Be very specific in your list of items, because specific demands carry more
negotiating power. When you know exactly what you want, you will feel more confident
and your counterpart will respond more favorably to your requests. Sometimes just acting
like you expect a positive response will sway the other party in your favor. And while
you can’t always rely on your confidence alone, the force with which you present your
demands will at least give you an edge.
2. Know Where You Can Afford to Compromise
So what happens if you...