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6. Back up your position with logic. If you negotiate from a purely emotional position, emotion will sway you from your position. Fear of loss, sense of failure, conflict, pressure, sentiment! All can be applied to sway you from sticking to what you really want. When negotiating for a pay rise know what similar companies are paying for similar work. When placing an offer on a house substantiate your lower offer with
costs of repaving driveway, renovating bathroom, retiling entrance….or whatever you see needs doing. This is a much stronger position than plucking a number out of thin air!
7. Work out what you can concede. Find something in deal that for you will not be important but for your counterpart may be of significance. This will be like gold to you! A 'sweetener' can be what clinches bargain in your favour. You will need to be poker faced and pretend this is a big deal to concede! Save this item for final offer you make.
8. Have an exit strategy. If everything goes against you, you will be saved by your contingency planning! If you don't feel in control, stop talking. Immediately!!! Make sure you are listening to other person. If you are doing most of talking chances are you are doing most of conceding. Offer to break meeting and reconvene at another time when you have been able to consider what has already been put forward.
Skillful negotiation takes time and practice. Armed with these basic skills it doesn't matter how reticent you may feel towards negotiating an outcome you want! By applying these keys you will be well positioned to improve your negotiation skills and feel more empowered when approaching tricky situations.
© Kim Beardsmore
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Whether it's buying a car, asking for a pay rise, saying 'no' to a friend or renting an apartment - at some stage in our lives we all are going to need to know how to negotiate. Yet, so few of us know the basic skills before embarking on life changing purchases or decisions! These 8 keys will assist you negotiate well.
