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1. What qualities make a good negotiator?
2. Do you like negotiating?
3. What are the normal social rules in your country in the context of a buyer-customer negotiation?
4. Do you think people should tell the complete truth when negotiating?
5. Have you ever had to negotiate the price of something such as a house, car or a piece of furniture?
6. How did the negotiations go? Did you manage to persuade the other person? Did you have to compromise?
Top executives in sales and purchasing What is the most important trait we should look for in selecting a good negotiator? I have some traits that good negotiator share: 1. An ability to work with the other party in searching for creative win-win ideas to bring the parties together, 2. A logical Ming. The ability to present his or her position in terms of principles that can be easily communicated. Abraham Lincoln once said of another politician, “He can compress the most words into the smallest ideas of any man I’ve ever met”, 3. A dedication to painstaking preparation and detail, 4. A willingness to tolerate disagreement and confrontation and the last one ,5. The ability to live with ambiguity for long periods of time. Things are rarely black or white in negotiation.
I can’t say that I like negotiating, because I am not so friendly person, I need time to be close to someone or even to talk with someone, In a word I don’t like being in negotiations.
Rule #1: Establish your credibility. Help the customer to clarify needs, define solutions, and winnow those down to the single best one. Then, the customer will be reluctant to walk away from the final deal, even if the terms aren't entirely favorable.
Rule #2: Develop multiple contacts. Multiple contacts provide a clearer understanding what's negotiable and what's not. Warning: Do this early in the sales cycle or your primary contact might see it as threat.
Rule #3: Neutralize the competition. A customer can only threaten to go to a competitor if the competitor represents a viable option. Before negotiating, convince the customer that your offering is the only one that can adequately meet her needs.
Rule #4: Prepare thoroughly. Collect and evaluate information on leverage, values, sale prices, competition, and other factors that are likely to have an effect upon the negotiation.
Rule #5: Develop realistic expectations. Temper your aspirations with "feasibility" based upon what your counterpart has in mind, and reassess your expectations as the negotiating progresses.
Rule #6: Know your pricing parameters. When it comes to price, know the deal you want and can justify as being realistic. Never offer a discount without some other concession to counterbalance it.
Rule #7: Decide whether to "go first" or not. If you put your own number on the table, you put your counterpart into your ballpark. But, beware, you might accidentally low-ball.
Rule #8: Give yourself room to maneuver. Leave yourself some bargaining room, but make sure that you have a plausible rationale for any positions that you take.
During the negotiation:
Rule #9: Don't compete with the customer. Negotiations are attempts to reach an agreement, not a contest to see who can win. Make the relationship so important that it’s worth the extra effort, on both sides, to make reasonable concessions.
Rule #10: Don't chicken out. Customers will sometimes take negotiating positions that simply do not make any sense for your firm. When this happens, you’d be crazy to give in, even if standing firm kills the deal.
Rule #11: Manage the concession process. Let your counterpart know that every concession is meaningful and don't let your counterpart think that holding out will reap big rewards.
Rule #12: Sustain your credibility. Buttress any positions that you take with appropriate rationales. Be specific about your facts and (this is important!) stay detached from the emotion of the negotiations.
Rule #13: Know when it's time to stop. If the negotiation is going well and you've got most of what you want, don't keep negotiating. If you're 90 percent there, you're done.
Rule #14: Never agree to last-minute demands. Those little "gotchas" may sound like deal-killers, but they're actually how the customer tests you to see whether the negotiated deal is fair. Give in, you're telling the customer that you were about to screw them.
Rule #15: Negotiate until the contract is signed. Don't relax once there's a meeting of the minds because until the contract is actually signed by both parties, it's just so much moonshine.
I think yes, Honesty is the best policy. If the other party knows that you are not being honest then it will certainly affect future negotiations and it can be that you can lose your buyers.
I haven’t bought expensive things like car or furniture yet, but I always negotiate when buying any product.
Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who compromise to agree on matters of mutual interest, while optimizing their individual utilities.
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