Negotiation is risky; the only thing that is more risky is not to negotiate. You may well get it wrong,
When you are negotiating, be more willing to take risks and be seen to be willing; it implies confidence and will often pay off. Your
Be quick to point out to your counterpart some of the risks they may be taking if they deal with another company. If you are the buyer, point out to your supplier some of the riskier elements of other potential
If you are the seller, point out the security or guarantee of the MDSA you offer. Show them that the absence of these attributes from other suppliers
'You scratch my back and I'll scratch yours.' Loosely interpreted, it means, 'If you give something away to me, I will give you something less
'Just two or three minor things to clear up.' The interpretation would be, 'I am just about to ask you for something
'What I am about to suggest will be to your advantage', meaning, 'My
'I think we are almost there', which translated means, 'I think I've got you and I would like to sign up rather quickly
These phrases and others like them tend to appear just before agreement, and can easily throw us off course. Beware of them and be ready for them. A simple catch-all reply can be 'I'm not sure about that, but if you... then we...'
The harder they work, the greater their satisfaction. How they got the deal they got is important. In this context, when about to say 'Yes', ask yourself what else you could achieve before agreeing. Don't rush into
When you have finished you might say, 'You are a difficult person to persuade.' It verbalises respect and
Just about everyone in business - owner-manager, buyer and seller - gets involved in negotiating print and promotion. These tips may well help to reduce your costs and improve your end results.
When looking at negotiable
I prepare all the copy for the publication on your
I supply all the text on disk or in electronic format?
I collect the finished product (instead of a delivery charge)?
I provide all photography?
I buy the paper separately and supply to the printer?
I provide all the page planning and structure of the publication?
I could place this level of business regularly?
I can introduce you
Or you might say, 'I am an office supply company and would like to discuss supplying some office equipment in exchange for...'
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