Do you hate to negotiate?
Sometimes, it feels like you are hurting a valuable business relationship which you have spent a lot of energy building up.
In true win-win (read: principled) negotiations, we are encouraged not to play hardball. You aim to get what you want without hurting the relationship. Here’s a friendly tactic you might help:
Assuming you are in a selling position, ask your client how your offer compare against the least he/she is willing to accept — “How does my offer compare to your maximum price?”
This may seem like you are allowing your counterpart to dictate the price. However, this actually reminds them of their Walk-Away-Point (WAP) and subsequently encourages them to make a less ambitious counteroffer.
As I teach in my course, these tactics do not replace the need to do your homework. You need to research and estimate what the Zone of Possible Agreement (ZOPA) is before start your negotiations.
Hope this helps. All the best on your next negotiation.
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About the Author: Gina Phan is a consultant and trainer with Zinfinity Consulting. She currently conducts courses in workplace performance skills. Click here to contact her, follow her on Facebook or connect with her on Linkedin.
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(Image by Gerd Altmann from Pixabay.)
