10 Biggest Mistakes to Avoid in Negotiations
By Jim Camp
Everything you will ever have will come from a negotiation.
You are constantly negotiating: buying a new house or car, getting a new job or raise, deciding
where to go for dinner or who will take out the trash, or closing a multi-million dollar acquisition.
Do you feel nervous, maybe a little out of control when negotiating for money, a project, a new client, or a job? Are you sick of compromising out of fear? Are you tired of losing a negotiation and
not knowing why?
Check this list to see if you are making the most common mistakes when it comes to negotiating.
1. INVESTING IN EXPENSIVE PRESENTATIONS.
Organizations invest $100,000s in presentations that spew facts, figures, and logic. They think they are building credibility, when in fact they are weakening their negotiating position.
With each new fact, their opponents are thinking of numerous objections. All you manage to create with expensive presentations are objections to drive the price down.
2. USING A WIN-WIN STRATEGY.
Win-Win training drives team members to become unwitting agents. They falsely believe they must protect the relationship, so they eventually give up far too much information to the other side all in the name of protecting the relationship. You will see them battling internally for deeper concessions all in the name of protecting the relationship.
Do not try to be friends. Your negotiation opponent is not your friend. You are not seeking loyalty or a long-term relationship — symbols of neediness. What you want, instead, is respect and a fair negotiation agreement that accomplishes your negotiation mission and purpose, and fulfills his or her vision.
continue reading>>
Copyright © 2009 Foreclosures.com.
This article is available for free distribution under the following terms:
a) You may not edit, delete or add any content to this article.
b) You must maintain all links to Foreclosures.com.
c) This article must be distributed free of charge.
d) This Resource Box must stay intact.
