By: James Goetz
Lose/Lose?Losing is not what either party truly wants. When you lose, the other party may not be obtaining what their goals were. If a deal is not win/ win, it's not a good deal.
*Never let your feet walk you into a room your mind is not ready to be in*
If you are not ready for a meeting, stall by postponing. It's fine to admit, "I would like to discuss this with you but have not had a chance to think about it yet". Then re-establish a new date. Remember the truth is ALWAYS best. No one wants to deal with a liar. Be straight with your enemy and they will appreciate this. If they don't; do you really want to do business with them in the first place.
Anticipate and Defeat
To defeat your enemies position or argument that stands in the way of your objectives, you must have an equally compelling position of your own. If your enemy raises an issue you cannot defeat, his/ her argument will remain hanging in the air, causing your inability for him/ her to meet your objective(s).
By knowing your enemy, you can anticipate and empathetically match your enemies moves. When preparing for negotiation, put yourself in the shoes of your enemy and come up with every single rebuttal that may be thrown back at you.
A few tips to defeat your enemies position:
1. Prove your enemies position is poorly founded.
2. Know your enemies position.
3. Advance your position by proving it equal or greater than your enemies.
4. Prove your enemies position is immaterial.
Home Field Advantage
By controlling place and time of negotiation, one secures hold over negotiations. Negotiations often take place on a golf course. Your opponent is much more relaxed and at times, a bit inebriated. While being relaxed is crucial, you must keep mentally sharp to maintain the edge on negotiations.
Home teams in athletics most often have winning records far superior to being on the road. You will know your enemy is unskilled in negotiation if they ask where you wish to meet. Never hesitate for a moment to let your enemy know where you would like to meet. In most cases, your choice will be the place to meet.
If you must negotiate on the road, assert yourself by standing up or moving around the room rather than sitting.
When asking for a promotion, most people ask in their bosses offices. This is a disadvantage to you. Try to lure your boss to your office or a place of your advantage.
Speak second. Let your enemy open. In essence, they are showing their hand of cards first so you can adapt your approach if necessary.
When are you most alert? This is the time to negotiate. If you are sluggish in the morning, negotiate in the afternoon and vice versa. Can you lull the enemy to lunch and negotiate at the end of the meal? A heavy meal will pull blood to their stomach making them a bit more sluggish. Keep your meal light so you can remain sharp. Advantage= You.
Dressing for Battle
If you wear Armani to a car dealership, they will believe you have deep pockets and are less inclined to go down in price. Dress like a hobo and you may bet a better deal. Dress like a job for a job at an upper end law firm and you may be seen as too wet around the ears to even be in the room with your enemy.
Beginning negotiations right is a huge step to closing right.
1. Always be on time.
If you are not 15 minutes early, you are late.
2. Get settled.
Have only what is needed. Put away any items you don't need during negotiations. This includes cups, containers, your phone or any other potential distractions.
3. Smile and be genuine.
Being yourself is who you are. Be you.
4. Find some common ground to break the ice.
Since you've done your research right, you will know your enemies interests. If you rush into the nitty gritty too quickly before establishing a positive rapport, your enemy may become defensive and you may not be able to drive through to your objective, regardless of your solid position.
5. Once a common rapport is established, go ahead and transition into the substance of your position.
Feel free to refer to any of your well researched and well organized documentation you have brought.
6. Be Bold. Be Assertive. Be Confident.
Your enemy is just a person. Your goal is the focus of importance. Nothing more.
James "Jim" Goetz, affectionately referred to as, "Dr. Daddy", is a leading global expert in the field of health, fitness and wellness having spent many years as a strength and conditioning coach, completing his national chiropractic board exams and authoring numerous articles on the subject. He currently explores the unknown in advancing human performance through scientific research.
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