 Category :: Negotiation Articles |
Author :: Roger Dawson  |
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| Article Title :: What to Watch for When the Talking is Over and It's Time to Get the Deal in Writing |
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| Most people think of negotiating as the verbal give and take that takes people from their different wants and needs to a point of agreement. That, of course, is the heart of negotiating but just as important is the transition to the written contract that formalizes the verbal agreement. Here are the things that Power Negotiators look for as they move toward the written contract:Don't Let the Other Side Write the ContractIn a typical negotiation, you verbally negotiate the details, then put it into writing later for both parties to review and approve. I've yet to run across a situation where we covered every detail in the verbal negotiation. There are always points that we ov (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy / Bad Guy |
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| Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero Pip is in the graveyard when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has chains around his legs. He asks Pip to go into the village and bring back food and a file, so he can remove the chains. The convict has a dilemma, however. He wants to scare the child into doing as he's asked, yet he mustn't put so much pressure on Pip that he'll be frozen in place or bolt into town to tell the policeman.The solution to the convict's problem is to use the Good Guy (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: How to Negotiate When the Other Person Tells You that They Don't Have the Authority to Decide |
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| One of the most frustrating situations you can run into is trying to negotiate with the person who claims that he or she doesn't have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that's being used on you, you have the feeling that you'll never get to talk to the real decision-maker.When I was president of the real estate company in California, I used to have salespeople coming in to sell me things all the time: advertising, photocopy machines, computer equipment, and so on. I would always negotiate the very lowest price that I could, and then I would say to them, "This looks fine. I do just have to run it by my board of directo (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Power Negotiators Understand the Importance of Gathering Information |
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| Henry Kissinger was once asked if he already knew what the Soviets would propose at an upcoming summit meeting. He said, "Oh, absolutely-no question about it. It would be absolutely disastrous for us to go into a negotiation not knowing in advance what the other side was going to propose."Can you imagine the cost of getting that kind of information? The budget of the C.I.A. is top secret, but experts think it is almost $4 billion a year, even now that the Cold War is over. So, governments think it's important enough to spend that kind of money. Doesn't it make sense that we at least spend a little time to find out more about the other side, before we go into negotiations? Why do co (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: When You're Negotiating, Money isn't as Important as You Think |
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| Let me tell you about my pet subject: When you're selling your product or service, money is way down the list of things that are important to the other side.First, we'll talk about something that you may find hard to believe but it's something of which I've become convinced-that people want to spend more, not less, and that the price concerns salespeople more than the people to whom they sell.Then I'll teach you all the things that are more important to people than money.Finally, I'll teach you some techniques to find out how much they'll pay.People Want To Pay More, Not LessAfter almost two decades of training salespeople, I have become convinced that p (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Basic Principles Make You A Smarter Negotiator |
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| The way that you conduct yourself in a negotiation can dramatically the outcome. I've been teaching negotiating to business leaders throughout North America since 1982 and I've distilled this down to five essential principles. These principles are always at work for you and will help you smoothly get what you want:Get the Other Side to Commit FirstPower Negotiators know that you're usually better off if you can get the other side to commit to a position first. Several reasons are obvious: Their first offer may be much better than you expected. It gives you information about them before you have to tell them anything. It enables you to bracket (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: To Be a More Powerful Negotiator Never Say Yes to the First Offer |
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| Power Negotiators know that you should never say Yes to the first offer (or counter-offer) because it automatically triggers two thoughts in the other person's mind.Let's say that you're thinking of buying a second car. The people down the street have one for sale, and they're asking $10,000. That is such a terrific price on the perfect car for you that you can't wait to get down there and snap it up before somebody else beats you to it. On the way there you start thinking that it would be a mistake to offer them what they're asking, so you decide to make a super low offer of $8,000 just to see what their reaction is. You show up at their house, look the car over, take it for a sho (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: If You Don't Feel You're Getting Enough Out of a Negotiation, Nibble for More at the End |
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| Power Negotiators know that by using the Nibbling Gambit, you can get a little bit more even after you have agreed on everything. You can also get the other person to do things that she had refused to do earlier.
Car salespeople understand this, don't they? They know that when they get you on the lot, a kind of psychological resistance has built up to the purchase. They know to first get you to the point where you're thinking, "Yes, I'm going to buy a car. Yes, I'm going to buy it here." Even if it means closing you on any make and model of car, even a stripped down model that carries little profit for them. Then they can get you into the closing room and start adding all the other littl (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Setting the Climate for a Non-Confrontational Negotiation |
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| What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for everything they can get.That's one problem that I have with the way that attorneys negotiate-they're very confrontational negotiators. You get that white envelope in the mail with black, raised lettering in the top left hand corner and you think, "Oh, no! What is it this time?" You open the letter and what's the first communication from them? It's a threat. What they're going to do to you, if you don't give them what they want.I remember con (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: When Negotiations Stall, Position the Other Side for Easy Acceptance |
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| When you're negotiating with people who have studied negotiating, and are proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will still fall apart on you. When it does, it's probably not the price or terms of the agreement that caused the problem, it's the ego of the other person as a negotiator. When that happens, Power Negotiators use a simple technique that positions the other person for easy acceptance.Let's say that you market advertising specialties, such as rulers, with the company's name on it-or custom printed baseball caps and T-shirts. You have made an appointment to meet with the manager at a local appliance stor (read full article) |
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