CHAPTER 13 The Dos and Don'ts of Negotiating 'ts of Negotiating TACTICAL APPLICATION OF NEGOTIATION PRINCIPLES Having explored the strategic foundations of power negotiation in Chapter 12, let's examine specific tactical dos and don'ts that apply these principles in real-world situations. This quick- reference guide provides practical applications for immediate use.
ESSENTIAL DOS
DO Let the Buyer Speak First. Never reveal your bottom line before hearing their offer. Like any transaction, buyers have a price in mind that might exceed your expectations. By speaking first, you risk leaving money on the table. Wait for their offer, then respond strategically. DO Listen More Than You Speak. Active listening reveals buyer motivations, concerns, and flexibility. Their words provide intelligence for crafting effective counteroffers. Resist filling silence with unnecessary information that could weaken your position. DO Keep Emotions in Check. Remember this is a business transaction. Whether buyers are arrogant know-it-alls or sweet but financially struggling, maintain professional objectivity. Emotional decisions rarely yield optimal financial outcomes. DO Get the Last Concession. Whenever buyers request something, ask for something in return. This reciprocal approach eventually discourages frivolous requests and maintains 96
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