Describe Your Position

At some point, each side describes their position clearly. However, your goal should be to let your counterpart talk. Your job is to be in control. You can help yourself by having a written agenda that follows these key elements and puts you automatically in the driving seat. The simplest way to stay in control is to begin by asking questions. The buying and selling has already been done and you normally begin by asking the other party, 'Can we proceed with this as it stands?' In nearly every case the answer is a qualified 'No'. By the way, if they say 'Yes' immediately, it probably means you have undershot quite significantly in what you could have achieved.

But they say 'No'. You must then draw them out, get them to describe their position. The more you can get them to talk, the better. Try to keep quiet. Don't come back quickly with your own responses. Use positive phrases that will encourage them to keep talking. You might use phrases like 'I see' or 'Sure, I understand' and then follow it each time with a phrase like 'What else is important to you in this discussion?' followed by 'Does that cover all the issues from your point of view?'



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net