By Editor May 7, 2018 1 Comment

Whether you are negotiating a business deal with your client or you are negotiating your remuneration with your employer, the art of negotiation escapes most of us.


For most of us, negotiation means a process which involves a reduction of price and terms to get the best deal. However, that’s not what it is supposed to be. The word “negotiate” means to carry on business. The aim of negotiating is to continue doing business with another to arrive at an agreement. So drop the idea that negotiating means lowering the price to reach an agreement. Your goal is to come to an agreement about a proposal. The best way to do this is to build value in your offer. Your point of focus should be the solution your product or service offers and not the price.


Here are some negotiation must dos:-


1. Start the Negotiation.

In order to control the close, you must initiate the process. It’s widely seen that the person who controls the start of the negotiation tends to control where they end. If you let the other party start, you will soon be giving up control, often without even realizing it. For example, when you ask someone what his project budget is, you are giving him the power to start the negotiation. You will then end up spending all your time reaching his number rather than finding the best solution.


2. Negotiate in Writing. Always! 
There are lots of professional salespeople who discuss and work on the terms of an agreement without ever committing their ideas in written. This is a very big mistake. The goal of negotiation is to arrive at a formal written agreement instead of just talking or telling a story. If you build your written agreement as you negotiate, you are more prepared to ask the client to sign the moment the buying decision is made.


3. Stay Cool.
The negotiation table is generally filled with agendas, emotions and egos. Great negotiators know how to stay cool while the rest of the room is involved in personal agendas and useless emotions. When the rest of the people get emotional, stay cool and use your sense to negotiate and close.


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