The structure of negotiation is simple, preparation of outcomes, questions, answers to objections and the range in which you want to operate as well as what to do when you don’t want to talk about price, how to recognise and deal with tactics used to put you off your stride. Understand what role you will be playing during the negotiation and of what you need to be aware of.
Good negotiators always prepare, and they will still pay particular interest to the emotions involved (on both sides)
Developing and understanding a process will help anyone to improve their outcomes within a negotiation. However, the key to becoming an expert is not the process or the models but being able to identify and use the emotions in the room to achieve the outcome. In this area deals are made and lost, often what people think is the right thing to do is the complete opposite.
Learn why it is better to have someone saying NO as part of the negotiation process.
It can be an advantage to flag up all the issues of concern to the other party.
Why often the most important thing to discover is usually nothing to do with the problem.
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