Best Negotiating Tip 1001
Beware of the woods. The bear has spent his or her life learning to track and kill its prey. Are you his match? Are you able to kill the bear? If not, you may be his guest for dinner.
In negotiations, ability is often measured in one's being able to deliver on the promise he or she is making. One's ability to perform is a benchmark of negotiating credibility.
When any two people meet for the first time, they will begin to assess if the other is a person of his or her word, if the other person is able to do what they represent, or just be reliable as a friend or associate. This is what professional negotiators do but with a little more discipline. If you are having a meeting of some importance such as with an attorney or doctor, it would be smart to do a little sleuthing to determine what others have to say about the person as far as professional skills and ability, ethics, and generally how they treat clients, customers or patients. You are about to invest time, money and trust in the individual so it just makes good sense to make sure you are dealing with someone who will likely perform to your expectations..
This applies to any situation where one party must rely on the performance of another. If you are walking onto the tennis court in a doubles match you want to know your partner will be there not only able to play the game but willing to cover your back on lobs or poach on the net. Your doubles performance on the court or in life as partners will be much better working together rather than if each of you plays your best game without supporting the other.
People, being people, will find many reasons not to commit to another person. By nature we are distrustful. The best way to foster trust is to find small, inconsequential ways to work together. This enables you to become comfortable relying on one another. In negotiations this approach also works. By getting the other person to agree to small issues, that is, make small decisions, you can lead the discussion toward your objective in small steps. Then, when you need that big, final commitment, it will be easier to make because the two of you have built a healthy relationship with each other.
This quirk of human nature can apply in most settings; even swift business or casual situations. Building trust before asking for acceptance or commitment can be done in one brief session. People like to be liked. They like to share stories about themselves. You should find ways to ask leading, personal questions to quickly establish a rapport. Take a moment to build a personal relationship, albeit brief, with the other person before asking him to do something, to consider a proposal on something they are selling, or even to move down the bar a but so you can be more comfortable.
Learning to prepare for a negotiation and how to time your requests is a discipline that will pay off time and again. This can apply to the big deal or simple grocery shopping. Consider the clerk who has a line out the door, has been on her feet for hours and is resenting her boss who is back in the office doing 'something'. If you need her to do something other than ring up your order it will pay big dividends to recognize her as a person, appreciate her plight, and extend your empathetic support before you ask her to refund your last purchase.