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3 Real World Business Negotiating Strategies

By Isaac Maharg

All businesses will engage in some form of negotiations during the course of normal activities. It's the truth; it doesn't matter whether you are doing business all by yourself or if you are trying to run a small business with a few employees. Plenty of different situations are going to call for some negotiation. You've probably already done this, during those times when you've had to haggle over something on the phone (or in person). When you find yourself with a meeting to negotiate with another business, then you need a bit more than haggling tactics. Professional negotiations can be complex with many sophisticated strategies. If you lack professional business negotiation experience, do the smart thing and start gaining some knowledge; this article is a good place to start.

There are all sorts of businesses and people who rely upon an audience just eating what it is being spoon fed. Questioning someone in a position of authority doesn't happen often for people who are engaging in negotiations. Many times there are internal questions that are never brought to the surface and spoken. You need to be willing to challenge everything...within reason. When you are negotiating, you can do this relatively easily and in ways that won't be offensive. It's important to prepare yourself for attacks upon you and your trust in the other party. If one of these attacks is successful, or you aren't able to figure out what to say, you can feel defensive and this will be used against you.

You'll need to have strong mental discipline for successful negotiation outcomes. It's natural for a person to gravitate toward worrying about their own problems. What you need to do is focus on the problems of the other side. It is important to learn what these problems might be so that you can do some preliminary research before the negotiations actually commence. This will reveal pressures and you will always find ways to take advantage of and to use to your benefit. Whatever you are dealing with, don't forget that they also have problems and troubles that they are trying to get past. That's when you need to pay attention to your sense of discipline. If you fail here, you won't be thinking positively or keeping your eye on the prize. The things that are worrying you are going to be distracting and this is going to be their key to winning.

Once you reach the point of talking real numbers, do not make or accept offers that aren't fully backed. A general example is when something is offered that is in a range of numbers. You are given a range of numbers between two different numbers or figures. Vague offers of this sort prevent you from truly knowing what is going on within an offer. Counter with the number that is best for you or whatever the case may be. Negotiate and then agree to specifics instead of vagueness and general expressions.

When you are at a point in which actual numbers and details are starting to be discussed, take care that you don't make half hearted statements or accept offers that feel equally half hearted. A typical example of this is an offer that is in a range of different numbers. For example, if you are given a range of prices between two points or anything that is within a range of two numbers. Vague offers of this sort prevent you from truly knowing what is going on within an offer. Counter that number with whatever is best for you. Your negotiation must conclude with specific details, not anything vague, general or unsettled. More often not the most difficult parts of doing business, like negotiating, will boil down to a very simple question. What, precisely, are you going to do so that you can get what you want? Of course, for the purposes of this article, we're only talking about activities that are genuinely ethical. You need to know if you're willing to walk away for good, or not. That is just one tough question you'll need to answer and there are others.

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