In 5 Things You Have To Do Before You Start Any Negotiation, sales expert Dr. Jim Anderson writes:
To help get you properly prepared for your next sales negotiation, I’ve got some suggestions. Here are five steps that you need to take before you sit down at the negotiating table:
# Deal With “No”: Arguably the word “no” is one of the most powerful words in the English language and it can stop any sales negotiator in his / her tracks if you aren’t prepared for it. Before the negotiation starts you need to assume that the other side is going to say “no” to every proposal that you make. Knowing this, you need to decide in advance how you are going to react when they say it.
# Pick Your “Gets”: It’s a fact of life during any negotiation that you’re going to have to give in on some points. Knowing that this will happen, before the negotiation you need to make a list of what you’re going to get from the other side when you make a concession to them.
# Set The Scene: All too often it’s after a negotiation has started that a negotiator discovers that where and when the negotiation is happening is not in their best interests. Take some time before the negotiation is even scheduled to pick where and when you want it to happen – make sure that it’s easy for you to get to (and to leave) and that it works with your schedule.
For more, see theaccidentalnegotiator.com.