Top tips when negotiating …
“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy
If we are all negotiators what are the top tips for making it work:-
- Not about taking positions
- Ego has to be put to one side
- Detach relationship from problem otherwise you will unlock defensive behaviour
- Focus on a wise agreement
- Think win win – it is a mindset
- Make a plan before you start a dialogue
- Always consider the relationship history
- Focus on what you are negotiating for is it the product or the service
To put it all into context really great case study to demonstrate a think win win mindset:-
Sarah Talley of Frey farms ( a family business) sold pumpkins and watermelons to Wal-Mart. She analysed the culture of Wal-Mart’s hard ball negotiating strategy and knew that if she used innovative tactics of finding money in the supply chain, Wal-Mart would work with her. Frey farms used school buses ($1500 each) instead of tractors ($12,000 each) a cheaper and faster way to transport the pumpkins and melons to the warehouse.
If you would like nuggets to deliver a workshop on negotiating please contact bev@nuggetsoflearning.co.uk
