How to negotiate a better deal
Despite the best efforts of some of the world’s best academics and practitioners to develop winning strategies, there is no universal set of irrefutable rules governing the complex process of negotiation. We do know, however, that good negotiators must be flexible. They must walk a fine line between domination and appeasement, embracing a range of proven behaviours including the following...
1. Know exactly what you want and draw two lines.
This is the key. Determine your bottom line position before beginning negotiation, by identifying your goal specifically, with dates, numbers, prices, and so on. Imagine yourself drawing this proverbial 'line in the sand' and then drawing a second line a few steps in advance of it. The second will be the line at which you begin negotiations. In this way, at worst, you'll be negotiated back to your first line in the sand.
2. Make sure this person can say yes.
Negotiation can be a long and protracted process. You don't really want to get into a situation where, after many hours of negotiation, the other party has to OK with a superior an agreement you have worked long and hard to negotiate. So how do you know if this person can negotiate the deal? Just ask. Do whatever you can to negotiate directly with the person who can say yes.
3. Enter negotiations with a win-win attitude.
If you win at the expense of the other party, the deal will invariably return to haunt you. Continually adopt a win-win attitude because the only truly successful negotiation is one in which both parties believe their needs have been met.
