TGIF BY KELVIN CHESSA BE A GOOD NEGOTIATOR “Uncommon negotiations creates uncommon rewards”, so goes a famous saying among salesmen and great decision makers. However I’ve come to the realization that each one of us is a sales man or woman in their own capacity on a daily basis, selling either their confidence to the world or their Self- image, sense of virtue, dignity and character. Negotiation is the art of getting something you want by helping others get what they want or need. Someone has said, “You do not get in life what you deserve-you get what you negotiate for.” Well the truth in this statement is undisputable. If you get to study the lives of extraordinary and uncommon achievers you will realize they accept nothing at face value. Instead, they analyze and scrutinize. They evaluate each situation and then made ridiculous offers to bring the price down. Uncommon men are uncommon negotiators. On page 51 of his book, The Art of the Deal, Donald Trump says about his father, Hed negotiate just as hard with the supplier of mops and floor wax as he would with the general contractor for the larger items on a project. Here are few tips to help you next time when negotiating be it for a wage raise with your employer or even a business deal. 1. Find what the other party needs the most. When negotiating with someone it might appear at first that they need money but in real sense they need more time. People are rarely angry for reasons they tell you or anxious to sell something for reasons indicated. So take time to dialogue and listen. 2. Remember the greatest weapon at the negotiatingtable is the ability to listen. This is not only for making quality decision later but also the person who talks the least has the most to gain. Why? You never have to explain what you do not say or either retract, alter or correct a statement. 3. The one who asks the most questions controls the conversation. Questions determine the flow of answers. Have quality questions and write answers down. 4. Never appear desperate to close a deal. When vultures sense weakness, they move in to finish the kill. Always deal with strength, and leverage is the biggest strength you can have. 5. Negotiate for long term results instead of an immediate return. In conclusion, as you ahead to ponder on this words, know that no one tells you everything and there is always something that you do not know. Therefore seek to know and keep listening to hear correctly for that quality decision you are to make. All the best!
Posted on: Fri, 11 Jul 2014 04:00:00 +0000
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