We were pleased to have Ann Stone, a nationally known speaker come and
present "Negotiating Skills." Ann covered so many points on how to
negotiate, the power behind negotiating, ways to prepare before
negotiating, body language and personality types. The information was
almost overwhelming and cannot all be covered here, but what follows are a
few general points to consider.
Remember we are negotiating all the time, whether with your children,
husband, clients or the car salesman. It is important to prepare - know
the purpose and where you want to end up. Prioritize your demands - see if
you can get your most important demands early (80% of concessions come in
the last 20% of time). Make it a win-win situation. Don't use ultimatums,
that means there is a loser and bad feelings result. Understand that
different people want different things. Different people hear the same
thing differently. Never take "venting" personally.
Ann presented the "PITT" philosophy: Power, Information, Timing, Turf.
- Power: Power to reward, power to punish, Power of personality (charisma),
power from expertise, power from having the facts, power from having the
facts in writing, "walkaway" power, power given by what you wear.
- Information: ask people about themselves, gather Information on the issues,
know what you are talking about and "how" to talk (personality types/body
language).
- Timing: use silence, don't have a deadline when you have to leave,
"call-girl" principle - The value of your product or service always
diminishes once it is preformed.
- Turf: Home base is always the strongest turf, neutral space within your
home would be the dining room. The other person's office is the weakest
turf for you. Avoid ploys used against you (or learn them to use in your
favor):
- "We have a problem": Don't buy into sharing their problem.
- "Higher authority": Always make sure you are talking to the person who
can sign the deal. It is a deal breaker when you are talking with someone
who is ready to sign then she says "I need to talk to my husband, my boss,
my mother, etc."
- "Nibble": just as you are ready to sign, they say "and of course this
includes. . ." another little concession.
- "It's in writing": Always consider the source of the writing.
- "You can always return it if you're not satisfied": Most people do not
return things.
- "Fait Accompli": accomplished feat - "Of course it includes. . ."
always assume you are right.
- "The Vise": "You can do better than that."
Negotiating Skills
