Being tough is not the same as being effective. Often, being tough leads to
Effective negotiators will have the following attributes:
They know their ideal and work patiently and consistently for it.
They can be tough if - and only if - that would be productive.
They are very slow and rather mean in giving
They are not frightened by the thought of deadlock.
They never make it seem they have 'won' a point.
They always prepare their information and think through the possible obstacles.
They always rehearse the approach.
One of my
My client asked for payment on delivery and got it! In
In the purchasing process they went first to distributors and evaluated the
Having decided which distributor they preferred, they then went direct to the manufacturer and negotiated a few extra percentage points. They discussed other ways in which they could improve their margins. The end result was a pleased customer, a happy distributor, a willing and cooperative manufacturer, and a much richer client. They looked at both sides of the negotiating equation.
There may well be
You are responsible.
That means you have the authority on the day. Your MD or manager must make that clear and be there in a supporting role.
They know that they only contribute when drawn in by you.
You summarise at every stage of agreement.
You agree the final deal - after which they shut up!
If you are wise, you will have rehearsed the possible
Develop Your Leadership Skills: Develop Yourself as a Leader; Lead at a Strategic Level; Grow Leaders in Your Organisation (Sunday Times Creating Success)
Successful Time Management: Learn to Priortise; Minimise Paperwork; Maximise Performance (Sunday Times Creating Success)
Improve Your Communication Skills: Present with Confidence; Write with Style; Learn Skills of Persuasion (Sunday Times Creating Success)
Dealing with Difficult People: Handle Aggression; Manage Conflict; Motivate Poor Performers (Sunday Times Creating Success)