Secret to success - get prepared!
What ever you do, you'll do it better, faster and with more success if you are well prepared for it!
Preparation is, in negotiation, as well in most things in life, extremely important. Master negotiators spend huge amount of time gathering information and preparing for their negotiation. Many poor negotiators crash and burn due to lack of preparation. Go into a negotiation with an agenda which you have to prepare beforehand.
''Let us never negotiate out of fear. But let us never fear to negotiate.''
John Fitzgerald Kennedy
Why it's important to get prepared?
It's hard to negotiate on something when it's not clear to you (first of all) what are you negotiation about, with whom and what are your options. So, you must know all relevant facts before you even start to negotiate about something.First of all, you must clearly and precisely define what's your goal, and than see how realistic this goal is. While you prepare yourself, try to rang priorities and identify key elements - not everything has the same importance so maybe we may loosen on some elements and make a compromise in some segment of negotiation and by that gain better conditions in other, more important to achieving goal.
Something that can help You
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Amazon Price: $17.16 (as of 10/11/2008)
Best part of it is in Part III: Negotiating in the Real world - gives useful advice how to deal with situations when You are negotiating from position of weakness, how to confront lies and deceptions, how to deal with irrationality, distrust, anger, threats, and ego.
Have all relevant information
It's truth. Having information makes a difference.
Find all the relative informations and make sure you haven't miss something. Use all sources you can get to - internet, television, reports from expert organizations, talk with people working with you about their experiences, go through your database, etc. Talk with others that already contacted same firm/people, go through correspondence and other documents, talk with other business partner on subject.Find out all You can about 'adversary': what are they needs, what options they have, what are their financial needs, what kind of person he/she is, how they make a decisions and how it may reflect your interests.
More informations You have, more self-confident you'll get.
Be aware!
There is a difference: it's not same to negotiate with sales representative, sales director or CEO. For each of them, you'll need a different approach.
And, each of them has different authorization to make a decision.
Defining goal
You must have a clear goal so it's best to put it into values. If you buy or sell you have to define what's your target price, what's the highest price that may pass, what's realistic price.Goals must be concrete, measurable, reachable, realistic and time-defined so that you can rate your efficiency.
Zig Ziglar's tips on goal setting
If you don't get prepared well...
... be ready for consequences
There are certain risks that appear if you are not prepared adequately: you'll fail to protect your goals, you may make wrong judgments during negotiation , you may loosen to fast and more than necessary, you may loose control over negotiation course, etc.This is why you have to prepare more than one (the more it's better) alternative solutions.
Complexity of negotiations may influence time for preparations, but you can't allow yourself to get intimidated with length of preparation or huge quantity of informations. You must be prepared the best you can because you can't over-prepare yourself.
It's not about You!
When You step up into a meeting, forget your ego. Only important thing is to make a deal. Even if you don't make a deal that time, there is always a next. Don't slam a door on a way out!
Best 5 - have You read them?
If there is something You would like to add.... go ahead!
Share a thoughts!
Do you think that good preparation makes a difference?
And don't forget to click: 
Stumble It!
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steimannbernard
thanks willow i learned from this! nice meeting u anyway in squidu!!! Posted October 09, 2008 |
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spirituality
Preparation is key. Unfortunately, it's not always clear what you are going to expect. Posted October 08, 2008 |
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drinkwater
Good one Willow. Posted September 11, 2008 |
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