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Secret Strategies to Replying to Questions Successfully When Negotiating
Do you know the secret strategies that allow you to answer questions successfully when negotiating? Successful negotiators use these secret strategies all the time. If you don't know what the strategies are and you'd like to unlock the door to more successful negotiation outcomes, take the time to uncover the ease at which you can discover and apply three secret strategies when you negotiate. 1. When a question is posed that you don't want to answer, ignore it. Instead, reply by making a statement that's beneficial to your position. a. Ex: You're negotiating 'price' and you're asked the question, "Don't you think your price is a little high?" Instead of addressing the question, you might respond with, "The value contained in our product nets a 33% return on investment." In this case, you haven't answered the question, but instead you shifted the discussion towards a point that is more advantageous to your position. Of course, you have to be prepared to substantiate your claim. 2. Listen to the way questions are phrased and observe the body language (nonverbal signals) that's conveyed with them. a. Ex: The other negotiator says, "You're price is not right". (For the sake of highlighting his body language posture, envision him with raised hands, palms up.) In that situation, the phraseology, "You're price is not right" is not very directive. By raising his hands, with his palms up (nonverbal body language signal), he could be indicating the price should be higher, or he may think the product cost too much. In such a situation, probe first. You might ask, "What do you mean when you state my price is not right?" You should ask that question, instead of responding by lowering your price. He may think the deal is too good to be true, which may be the real concern behind his statement. 3. When asked questions containing multiple parts, address the segment that suits your point. a. Ex: "If we can come to an agreement, would you prefer Monday or Tuesday delivery?" If you were not prepared to discuss the 'delivery' part of the question, your response could be, "Let's discuss the possible covenants of the agreement." Thus, at that point, the other negotiator would not control the negotiation, you would. When someone asks you questions during a negotiation, consider his intent. When you understand what the questioner is seeking, you're better prepared to address his 'real' concerns. Always seek ways to address his 'real' concerns by utilizing one of the strategies mentioned above, before responding. If you want to be a more successful negotiator, you have to be adept at fending off questions that are not advantageous to your position. Once you acquire the skills to do so, you'll be amazed at how successful you'll become when negotiating... and everything will be right with the world. The Negotiation Tips Are...
To discover more negotiation tips, strategies and tactics that you can use to increase your negotiation skills, connect with Greg Williams...
http://www.TheMasterNegotiator.com
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For More Negotiating Tips: You Can Make Any Negotiation Work! Why Win-Win Sales Negotiating Never Works |
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