Do Use Experts

There are times when it can be beneficial to use other people who have particular skills. If you are buying print and promotion, you can read the next chapter. Or you could call a company specialising in cost reduction.

I am retained from time to time to lead a team in a negotiation where the stakes are high, or to act as the sole negotiator where the order or supply value is high relative to other transactions that a company may make. Sometimes clients will just use me to help them prepare and rehearse. When the deal is important or valuable, it makes sense to call in a professional.

It always makes sense to have everyone in a negotiation role trained. The smallest of skill improvements can make a difference of 10 per cent or more to your bottom line. I was involved in a seminar recently. The following week, three people who had put some of the material into practice were already reaping rewards after just seven days. One of them had negotiated over £50,000 worth of new business. One of the others had totally revised his presentation and gone in at twice the price he originally intended. The third person had always been apprehensive about the negotiating process. She discovered a new confidence and was already trying it out. There are hundreds of testimonials of individuals who have quickly saved over 10 per cent on all their buying activity.

If you regularly use hotels, there are specialists who do nothing else but negotiate special deals for customers. They charge you nothing and earn their income from the hotel-paid commission. It may just save you time and give you a better deal.