Negotiate effectively – 3 tips and a book!
Posted January 17, 2011on:
“Hey Mr. Shop Keeper – I wont’ pay this amount. I will pay you 20% less”; “I want a better pay increase” –
“i want a good discount” “Sorry – this is a fixed price shop”
We are all familiar about the above – we all negotiate in our lives, from asking for a discount to getting some good bargain or negotiating an agreement –
learning how to negotiate effectively helps! Here are 3 tips towards effective negotiations:
1. Don’t take ‘no’ for an answer:
“This is our rule sir”
“We don’t give any refunds after 30 days Madam, you have brought this item on 35th day”
If we accept any of the above (and at times, we do accept), we have taken ‘no’ for an answer!.
So – the first rule of effective negotiations: Don’t take ‘no’ for an answer.
When some one says no, remember, he / she is saying: Not Over! – This is not end of negotiation but a start.
2. Believe that negotiation is not bad
“I am not like that – I can’t negotiate”.
If you believe that you will make the person with whom you are negotiating an enemy – please think again.
The person with whom we negotiate is an opponent, not enemy. We do play tennis or table tennis or any other game – the person in front of us is an opponent, not enemy. Removing the limiting belief is a must for effective negotiation.
3. Beware of the four letter word
“When I negotiate,” a person said, “I have two basic fears. One is I’ll lose and look like an idiot. The other is much worse: I’ll win a deal that’s great for me but unfair to the other person” For many people the fear of being unfair is the granddaddy of all fears of negotiation.
It is more responsible than anything else for a reluctance to drive a hard bargain. The thought of being pushy or greedy at the expense of someone else is completely abhorrent to us. From the cradle we’ve been inculcated with a host of fair-related tenets: “Be nice,” “Be polite,” “Share your toys,” “Give your friend the biggest piece of pie,” “Guest gets best,” and on and on.
I’m not saying there is anything inherently wrong with these ideas; obviously they’re rooted in admirable intentions. Fairness is a very relative concept. If you start negotiating by fixing yourself at a position you think is fair, who’s to say that the other person’s idea of what’s fair will be the same? We all have our own values, beliefs, and mind sets; what you may think is fair in a given negotiation may not even be close to what I think is fair. Therefore, when we negotiate, we must be aware of the word ‘FAIR’.
If you are interested to read a good book and learn techniques of effective negotiation skills, you can download it from this link on my blog: Negotiation – Art of Getting What U want
Note: I have started a ‘free downloads’ page – you may contribute to it as well.