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10
Specific Negotiating Techniques |
Negotiating can be both enjoyable and profitable if you know
what you are doing. There are certain negotiating techniques
that are easy to learn and use, and these techniques can be
worth their weight in gold when used properly in your
negotiations. Some very useful negotiating techniques are the
following:
1. Nibbling - The art of getting more after the buying or
selling decision has been made. A good example of this technique
is how car salesmen add on accessories after the decision has
been made to buy a car. Use this technique by asking for
appliances or more time to close, etc. Guard against it by
making the other person feel cheap.
2. The Hot Potato - This refers to a problem that the other
party to the negotiation has. It is amazing how many people will
take on someone else's problems when these problems are tossed
to them. Never catch a hot potato if it is tossed at you.
3. The Higher Authority - This is the art of using something
that has more authority than you as the reason for taking and
holding a certain point in the negotiation. A good example of
this technique would be that ?it?s company policy? or ?my boss
won?t do it any other way?. Always defend against this technique
by asking to see the the higher authority or by just holding
your position.
4. Good Guy...Bad Guy - In this technique you negotiate by
making the other person feel that you are on their side and
helping them negotiate with your higher authority and can be
useful in holding your own position. An example would be, ?let
me talk to my boss and see what I can do for you. You?re the
good guy trying to help, and the boss is the bad one to blame.
5. The First Offer - Never jump at or quickly accept the other
persons first offer. You will never know how close to your
position or how far the other person will go without giving
yourself a chance to test the waters.
6. The Trade Off Technique - This is a negotiating technique
that is used to defend against some- one that is trying to get
more out of you. You can use this technique by saying, ?if I do
that for you, what can you do for me?. This technique does three
things for you. First, you may get something. Second, it lowers
the other person's expectations. Third, it stops the other
person from coming back at you for more.
7. Room For Improvement - You should always take the position
when negotiating that there is always room for improvement from
the other person, and you should always ask for it. Use phrases
like, ?You'll have to do better than that? or ?Is that the best
that you can do?. Always ask for improvement or for a better
price at least three times.
8. Power Of The Printed Word - People will believe almost
anything that is in writing. The television show, Candid Camera,
placed a sign on a major highway leading into Delaware that read
?Delaware Closed?. This sign shut down traffic on the highway
for over 90 minutes. Always have any clauses or any terms that
you want already typed into your contracts.
9. Withdrawing The Offer - Always be willing to pull your offer
off of the table. This move may force the other person to show
their hand or to give in. I have been followed out to my car
with the other person giving in even more than I was asking for
by withdrawing the offer.
10. The Big Pot Tactic - This is a strategy to ask for
everything. This tactic establishes a climate where the other
person can also win because by asking for everything, you have
something that you can give back to the other person.
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