Negotiations - Tools and Techniques

ASK QUESTIONS & listen.
Care…. But not too much. Your strongest position is willingness to walk away.
Know the “deal breaker” issues.
Allow distance – when you get too close an issue, you lose perspective.
Mind over matter – if you don’t mind, it doesn’t matter.
Never argue. Change the position.
Every negotiation is cross-cultural – understand exactly what the other party wants.
Be ‘other directed’ - try to avoid laying ‘your’ values on them.
Negotiations are action/reaction.
There are always many options – be creative look for a win/win.
Don’t respond quickly, slow your responses, use silence, answer questions with questions.
Take notes – use the other persons words to persuade; “I understand you said…”
View a negotiation as a game – other words: have fun!
Start off positively, what are the common interests.
Clearly list the common positions.
Save that big nasty emotional issue – “the Elephant in the room” – until the end.
Exhibit patience. The process takes time.
Personalize your observations “I could be wrong, but…”
Maintain form and structure. Progress. Issue, resolve, close, move on.
Don’t let go too soon – stay positive. The two parties ‘want’ a something.
If it starts to get emotional and/or personal – TAKE A BREAK
Business people negotiate – lawyers argue.
Negotiate primarily with the decision-maker. If stalled, converse one-on-one.
Use time and environment to your advantage.



Source: lecture notes from Herb Cohen (http://www.herbcohenonline.com/profile.htm) and Dr. Donald Looney.

This is timely because my wife and I will be car hunting tomorrow and some of these ideas will be helpful... :)

Great stuff! Thanks, Ken.

Good solid advice!

Thanks :thumbsup:

Ken A Plus as usual my friend. Thanks for your part in this family!!!

ASK QUESTIONS & listen.
Care…. But not too much. Your strongest position is willingness to walk away.
Know the “deal breaker” issues.
Allow distance – when you get too close an issue, you lose perspective.
Mind over matter – if you don’t mind, it doesn’t matter.
Never argue. Change the position.
Every negotiation is cross-cultural – understand exactly what the other party wants.
Be ‘other directed’ - try to avoid laying ‘your’ values on them.
Negotiations are action/reaction.
There are always many options – be creative look for a win/win.
Don’t respond quickly, slow your responses, use silence, answer questions with questions.
Take notes – use the other persons words to persuade; “I understand you said…”
View a negotiation as a game – other words: have fun!
Start off positively, what are the common interests.
Clearly list the common positions.
Save that big nasty emotional issue – “the Elephant in the room” – until the end.
Exhibit patience. The process takes time.
Personalize your observations “I could be wrong, but…”
Maintain form and structure. Progress. Issue, resolve, close, move on.
Don’t let go too soon – stay positive. The two parties ‘want’ a something.
If it starts to get emotional and/or personal – TAKE A BREAK
Business people negotiate – lawyers argue.
Negotiate primarily with the decision-maker. If stalled, converse one-on-one.
Use time and environment to your advantage.



Source: lecture notes from Herb Cohen (http://www.herbcohenonline.com/profile.htm) and Dr. Donald Looney.


Having worked in the Sales field for my career on my day job, the most violated trait by most sales people, is failure to Listen. Many will keep talking...... and walk right over a close. 99% of buyers will in some shape or form...."close themselves". If you have listened well and "guided" the interview, the buyer will put the close on themselves....and the seller simply agrees to their "outstanding" decision. "Minor choicing" is a good way to put them towards a close, ie...."would you prefer the first opening we talked about or the one featuring......" this works well when the client is asking a lot of questions.....you need to get them to a point where they take "ownership" in what they are hearing, and make it "their idea", those are the lines that lead to a close. :sqwink:

DJ Gray

So very true, DJ Gray. When I'm sitting with a sales person, and I know they are reciting from a script, I will try to throw them a curve ball in the form of a question. What's fun to watch, is instead of addressing the question, they will just go on with whatever script they are working from. It's quite comical.

So very true, DJ Gray. When I'm sitting with a sales person, and I know they are reciting from a script, I will try to throw them a curve ball in the form of a question. What's fun to watch, is instead of addressing the question, they will just go on with whatever script they are working from. It's quite comical.

Something else I used to do and had a lot of personal success with in breaking the ice was, if you were meeting in the clients office, home etc....look around at their decoration choices; pictures, artwork, awards...etc and strike up a conversation regarding something you see, make a comment.... watch the results. They will begin talking about that item, now you have opened them up..... and they are talking about something which is near and dear to them. By doing so you have brought down the wall between the two of you, and you now have credibility (along with good tastein their mind), along with some much needed trust. People show who they are and what's important to them by how they decorate their "personal space"

try it sometime!!

DJ Gray

This is timely because my wife and I will be car hunting tomorrow and some of these ideas will be helpful... :)

amen brother....too bad she has 20 more tips on getting what she wants~!