Normally negotiating is one person defending their position, and the other person defending theirs. Once tempers go up, rational thinking goes down; so that’s not a good approach.
Negotiating is not fighting; not for a professional. When you negotiate with someone you have to take their position. Listen, understand them, and step into their shoes. Make their case verbally for them so they know you understand them.
Then you can lead them to a solution or compromise.
Good Morning Larry!
From your Chamber…
Bill, Nancie, Laura, Al
& our fall interns Andrew & Zack
Very good advice. Good points to remember. I remember reading that the biggest hurdle when negotiating is the other side not feeling heard, even if you have heard them, they need to feel like you have.
The best negotiators briefly review their positions and approaches with each other, acknowledge differences and agree to disagree with regard to positions and approaches. Then they start making proposals and counter proposals, with figures and specifics. At this stage the position and approach don’t matter any more and the negotiation is very specific and focused and can move forward with little drama. The best negotiators talk in numbers.
Yea, I do love my business Larry. Thanks to you. I now understand the machine concept because I have one.
You are the best!