Don t be Afraid of Risk

Don't be Afraid of Risk

Negotiation is risky; the only thing that is more risky is not to negotiate. You may well get it wrong, wholly or in part.

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 counterpart will intuitively sense confidence in your approach and it will add to your authority.

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 buyers, stressing the risk-free environment that you may well be offering: your financial security, your commitment to expansion, your supplier payment record terms, etc.

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 renders them vulnerable to risk. Try to quantify that risk with facts, figures, amounts and savings. Use a guarantee to eliminate the fear of risk. Deal effectively with risks your counterpart perceives, even if those risks don't really exist.



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

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