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Many people don’t understand that Art of negotiation, even good sellers. This is because few take the time to understand the word and follow the golden rules of trade.
The first and worst mistake is to misunderstand the word. When I ask people what “negotiate” means, a lot of people answer me things like “how well can I do a business” or “how cheap can I buy”. For many, it’s a take-and-take process. of pushing and giving, and almost always the result is measured in terms of price.
“”Negotiate“Comes from Latin negotiations, the past tense of the Negotiari verb, which means running or continuing a business. Understanding this original meaning is crucial as the goal of the negotiations is to continue to do business and to reach agreement with another person.
So you should get rid of the idea that negotiating means a better price. A lower price doesn’t make it a better deal; You only have to spend less. Your goal should be to reach agreement on a proposal. The way to do this is to add value to your offering. The solution to your product or service is the focus of your negotiations, not the price.
To become a good negotiator, I share these three rules that you need to apply when contacting your counterparty:
1. Always start negotiations
You need to start this process because the one who controls the start of the negotiation is usually the one who controls the outcome. If you let the other party start, you give up control constantly, even without realizing it. For example, if you ask someone about their project budget, let them start negotiating. They will use your time to find out their number instead of looking for the best solution for you.
When I sit down to think about a deal based on the numbers involved in the decision, I often interrupt the process just to prevent my counterpart from being in control. It sounds strange, but it’s so important to be in control from the start.
I once had a customer who wanted to offer his terms first. I replied with respect: “Sorry. I appreciate your willingness to tell me what you can offer me, but I want to tell you what I have prepared for you. If it doesn’t work for you, please let me know. “This allowed me to stay in control from the start.
2. Always negotiate in writing
It is common for professional sellers to make the grave mistake of discussing and editing the terms of an agreement without writing it down. The aim of the negotiations, however, is to reach a formal written agreement and not to tell a nice story, with which only time is wasted.
Therefore, from the very first moment I make a suggestion, I refer to the document that I create in front of the customer. This includes all points of the agreement and becomes something real and tangible for the other party.
If you negotiate first and then create the document, unnecessary time is added to the transaction. If you create the document during the negotiation, you are ready to ask for his signature at the very moment a decision is made.
“Negociar” comes from the Latin Negotiatis, the past tense of the verb Negotiari, which means running or continuing a business / Image: Scott Graham about Unsplash
3. Always stay relaxed
The negotiating table can be full of agendas, emotions and egos. Great negotiators know how to stay relaxed regardless of the situation by offering leadership and solutions while the rest of the people are too engrossed in personal feelings and interests.
Crying, getting angry, or cursing can make you feel good, but these behaviors will not help you negotiate. When everyone else gets emotional, stay relaxed and use logic to close the deal.