I want a better deal – take it or leave it!

I want a better deal – take it or leave it! Have you ever had someone say this to you? I often hear people say to me: “Everything was going well, we’d been talking for weeks and then suddenly when I thought we were about to put the deal together, they wanted to negotiate a better deal. I didn’t know what to do!”

SO WHAT SHOULD THEY DO?
I am often asked if I have some kind of “Silver Bullet” cure to solve this problem. The truth is, there is no one simple answer to this question. A better question to ask is, “How do I avoid ending up with a situation like this?”

YOU SEE…THIS SITUATION IS NOT THE NEGOTIATION
It’s the end result of the negotiation.negotation It’s the symptom, NOT the cause of the dilemma. However it’s not all over for this person if you possess some good negotiating skills. It’s not too late to salvage the situation. A better strategy would have been to avoid getting into this situation in the first place. The problem is most people do not understand that negotiating is a process, not an event.

I HEAR PEOPLE SAY THINGS LIKE:
“It was all going well for 2 hours until the end, and then they wanted to negotiate.” I’m sorry but I’ve got some bad news for you if you’ve ever felt this way. The negotiation did NOT occur at the end of the 2 hours. It began at the beginning of the interaction with this person and if this person is a good negotiator, it actually began long before the person started talking with you. Too many people fail to understand this, and end up with an event called “being pressured for a concession”. They think that this is the negotiation. It’s not. They been negotiating for 2 hours and just didn’t realise it! So what can you do to avoid ending up as “Shark Bait?”

How do you avoid being forced into an unprofitable deal, or even losing the deal altogether?
1. Learn about negotiating
2. Understand what’s happening
3. Know that you have more power than you think in every negotiation
4. Beware of the ploys, gambits and dirty tricks