Win win negotiations!

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<ol><li> 1. 10 Ways For Win Win Negotiations </li><li> 2. Negotiations 10 Tips to enable you to arrive at win-win solutions </li><li> 3. Never forget the power of silence, that massively disconcerting pause which goes on and on and may last induce an opponent to babble and backtrack. nervously. Lance Morrow </li><li> 4. Silence Silence can be a great tool on the negotiation table. If what your counterpart has said is unreasonable, or if youve made an offer and youre waiting for a response, just relax, sit back and wait. It is common to find people becoming uncomfortable when there is silence. They start talking automatically to negate the silence. And when they talk, they generally start giving away their position when you use this tactic. When you find yourself negotiating with a person who understands the technique as well as you, restate your offer instead of being silent. But dont make suggestions; just repeat your terms. This forces the other person to respond, and more often than not, they respond with a concession. </li><li> 5. Speak from authority This method involves stating something from a position of authority. Such statements generally carry weight. For example, 'From my experience employees with a disability have a lower absenteeism rate'. </li><li> 6. Statistical sample argument People find facts and statistics credible. Make use of it where ever and whenever possible. For example, '80% of employers who responded to our service delivery survey rated us No. 1 in the area' </li><li> 7. Funnel Probe Method This powerful negotiation tool involves framing a series of questions, the answers to which lead the counterpart to the conclusion that you want. It requires a great deal of planning to frame the appropriate questions into the debate. You also need to plan on when and where they would be used </li><li> 8. Let us never negotiate out of fear. But let us never fear to negotiate. John F. Kennedy </li><li> 9. The Trial Probe This technique is used to assess your negotiating counterparts position without giving away your plans. For example, you may ask your counterpart, How about considering our services on a temporary basis? or Would you consider trying our other option? Essentially, these types of questions force the counterpart to give information about their plans without you committing on any offer. When youre on the receiving end of a trial probe method, you may feel compelled to answer it. Resist this temptation and counter with another question. For example, if someone asks, Would you consider trying our other options? respond, Well, if I did, what would your offer be? </li><li> 10. Offer With Hidden Conditions This method is the opposite of the trial probe method. Instead of tempting you to make the first offer, your counterpart will open the process with a great offer. Once you agree, they start revealing the conditions to enjoy the offer. For example: You have agreed to buy a product from a store that has priced it lower than other stores. But after you agree to buy, the sales representative unravels the hidden costs, such as shipping or installation. In the end you probably pay more than you would have paid in any other store. To avoid falling victim to this tactic, ask your counterpart about additional costs before agreeing to any deal. </li><li> 11. Limited Authority In this method the counterpart tells you that he or she must get approval for deals with a higher authority that you are not aware of. Very rarely do these higher authority exists. But mostly this imaginary authority can be used to gain an edge in the negotiation process. So just because your counterpart tells you, There is not much I can do, dont automatically assume the person is being honest. In such situations, there are two options: a) ask to deal directly with this so-called higher authority; b) test the limits of your counterpart. If you do not back down and keep persisting, you may get what you want. </li><li> 12. The Written Word Written terms are often perceived to be non-negotiable. For example, when was the last time you negotiated a lease, or a loan, or even a service contract that was typed up in advance in an official-looking document? You probably assumed these deals were non-negotiable. In fact most people make the same mistake of accepting terms that appear in writing. The best way to counter this tactic is simply to question everything, whether it appears in writing or not. You might eventually run into some standard, non-negotiable documents, but it you can only gain by enquiring. You will be surprised to know how many contracts are actually negotiable when challenged. </li><li> 13. The Flinch The flinch is a dramatic negative reaction to someones offer. For example, you might act stunned or shocked when your counterpart gives their terms. This tactic suggests that you know your limits. And flinching at the right time can potentially save you lots of money. Remember, when deals are negotiable, your counterpart will start high. If you are a sales professional, you could be on the receiving end of the flinch. In this case, you can counter with the silence tactic. </li><li> 14. Walk-away Have a strategy to walk away from a deal. Be clear on when to walk. To muster the confidence to walk- away from the negotiation table, have enough prospects in hand. </li><li> 15. MMM TRAINING SOLUTIONS Landline: +91-44-42317735 Cell: +91 9677044366 Cell: +91 9677040908 Email: administration@mmmts.com Website: www.mmmts.com </li></ol>