When thinking of negotiation most people think of two corporate CEO's using their wit, charm and improvisation to get a deal that suits them!...
But this isn't the case. In fact the part people think of is actually the last part of negotiation, plenty of work goes on before the two big CEO's even talk!
There are three dimensions to successful negotiation; The Set Up, Building a Structure and The Discussion.
This short blog is going to cover the three elements and help you master each stage of negotiation.
Dimension 1 - The Set Up:
The set up element is the fist stage and it is basically setting the stage for a positive outcome. This is the part where you need to do your homework!
The work in this stage should help you stack the odds in your favour and help you get a better deal!
To set yourself up for success you need to prepare and research the following questions:
Dimension 2 - Building a Structure:
When you're creating a proposal it's important that you create a 'win win' situation for all parties.
If you're proposal is all about you and your business - you won't get very far!
In order to put together a proposal that they're likely to accept, ask the following things:
Dimension 3 - Discussion
This is the part most people think of when talking about sales or negotiation.
The discussion stage is simply presenting your offer to the other person. The discussion stage can be completed across all communication platforms - face to face email and phone!
It's important to discuss and clarify any concerns in order for you to remove all purchasing barriers and allows you to ask for that all important sale (remember if you don't ask - you don't get!)
The discussion can only end in 3 ways: Yes - on your terms, a counter offer or a no deal and the negotiation is suspended.
If you've prepared for all 3 stages of negotiation, you will be more likely to settle on terms that benefits all parties.
Go ahead and try it out! The world is always selling and you should develop the skills to negotiate through it.
Hi, I'm Chantelle Jones