In the negotiating program, we invite you to aim higher by combining such an increase in competitive value with collaborative added value. Not because it is the “nice” thing, but because it has proven to be the best way to reach an agreement that is truly beneficial to both parties. Some sellers make the mistake of definitively accepting a topic without ensuring that the overall agreement is always useful. This plays into the hands of an aggressive client to try to get the whole loaf of one disc at a time. It is difficult to withdraw a concession. Instead, temporarily close the problems. “We agree to do X, provided we reach an agreement on Y and Z.” It is even more important to increase the number of variables. The more variables you need, the more options you need; The greater your options, the better your chances of closing the deal. For an important client, your first priority is to avoid pick-up or leave-it situations and to conduct negotiations long enough to find a viable deal. Too many sellers think that their only variable is price, but such a narrow thought can be the kiss of death. Finally, price is an area in which the interests of the customer and the supplier are contradictory.
Focusing on price can only increase hostility, reduce margin or both. To succeed with the negotiation you plan to succeed, you need to develop some skills in advance so that you see behavior that will help you achieve your goals. Before you go to trial, you should know exactly what you are willing to admit and what you cannot do. It is often helpful to rank your priorities, from the most important to the smallest. You can even inform the individual of what your priorities are so that you can compare them. This transparency allows both parties to evaluate your options with in-depth knowledge. Even with undifferentiated products, you can increase variables by focusing on services. For example, a commodity chemical seller regularly considered payment options, volume discounts, consolidations with other purchases, even the relative costs and benefits of using supplier or customer tank cars. Whatever the industry, the more variables you have, the greater your chances of success. Chances are you`ll end up negotiating with a new customer or customer. You convinced him to do business with you, which in itself can be a very difficult process.