Whether it is dealing with a seller or haggling with a customer, it is a fact that many small business people negotiating. Indeed, many of the people who are out there working to make the sale and close the deal. And that begs the question: Why do some people, while others in the negotiations, which do not have?
My answer is that owners get an important fact about this voluntary negotiations: Negotiation is a match. When you appreciate that - that the back and forth game with strategy is a strategy, a winner, and a loser - then became easier because of the negotiations that took a bit of a feeling out of it.
Of course, you want to win. Here's how:
1: Pick a strategy: first figure before you negotiate if you want to employ a win-win strategy, winning or losing.
Conventional business wisdom is that everyone strives for win-win results; You get more of what you want by helping the other party to get more of what they want. When it works, a win-win negotiation is really great because everyone was feeling pretty good about the process and feel difficult to be kept to a minimum.
Win-win results, but sometimes not possible or even preferable. That's a win-loss strategy that makes sense: try to get what you want and not worry about feeling ill.
Either way, when you decide which strategy works best for you, the next step is to do your homework. The more you know about the strengths and weaknesses of the other side, the more chances of getting what you want. For example:
• If you know that your boss would be difficult to replace, consider holding out for a deal, the better.
• If you are negotiating lease knowing that the building has been empty for a year will be very valuable.
2. There are a number of strategies ready: There comes a time in negotiations when there are some strategies ready to make a big difference. Here are some to consider:
Ask for what you want: It seems hard for some small business owners, especially those who do not seem to want to negotiate. But if you see it's a game, then ask for more should not be difficult. The other side will offer less. Game on!
Friendly gesture: especially in a win-win negotiation strategy can be very effective. The idea is to be a goodwill gesture to create a magnanimous; Nice offer can only reply.
Innovative: Maybe your boss can not afford to pay what you wish. In that case, there is innovation. Is there anything else that you can get him to make up for it? Maybe he can give some extra time off or pay for your monthly rail pass. It never hurts to ask.
Do not act too interested: you gain leverage when it seems you can take it or leave it. Easier said than done: I know, but still true.
The herring Red: to pretend you really want to close Friday (As if the fact you do not care), you allow themselves an opportunity to coordinate giving up herring, red and still be able to hold out for what you really want (more money) by not seem like such a jerk one.
3. Wrap it up: Sometimes, getting the deal done takes a little nudge:
The blowup calculation: in some negotiations blew up "and then" cooling off "will often get the other party to be a little more careful what they were offered.
Willing to walk: the willingness to walk away from the table with the deal, but the single most powerful weapon you have.