The Business Source

Today there are many unemployed professionals and young college graduates looking to get on the career ladder.  Those trying to get onto the ladder and planning to move up, are proof that it’s possible to advance all the way to the top.

At times we’ve all been in each of these positions.  There are those of us that can stay on the same plane over the years, but the majority of us move up and down at different times during our career.  Both failure and success are temporary conditions.  Make the commitment, know your purpose and let your passion grow for what you believe you can accomplish.  You’ll soon be on your way towards the top.

It’s been said that if two people want to do business together, nothing will get in their way.  If they don’t want to do business together, anything will get in the way.

Negotiation is a part of life and here are some points to consider.

1.  Throw your fears out of the window. Don’t worry about rejection or being viewed as haggling, cheap or undignified.

2.  Know what you want and identify what’s really important to you.

3.  Know the field and get the facts.  If you know that a vendor doesn’t have the ability to come down to your price points, don’t try to get blood out of a turnip and adjust your terms.  If you know of someone else who is getting a sweeter deal, bring it up.  If a vendor’s competition is offering something special, give them a chance to match or beat it.

4.  Make sure that you’re playing with the players who have the authority to play ball.

5.  Never make assumptions about what is important to the person across the table.  Price is always an issue but it may not be “The Issue”.  Be empathetic and look at the situation from the other person’s perspective. What do they need to get out of the negotiations?

6.  Don’t be shy.  The world belongs to the lions and the worst that is going to happen is that you’ll be told “no”.

7.  Leave yourself wiggle room and try to keep things moving forward.    Don’t make everything so black and white that there is no room for shades of grey.  If you do you’re putting yourself in a box.

8.  Don’t rush the negotiating process.  Time can be your friend and let things play out as they evolve.

9.  Know which points you’re willing to give up or bend on and use them as chips.

10.  Listen, observe and take notes.

William F. Kendy
Copyright 2009
May reprint with permission of William F. Kendy

Each of us approaches the initial meeting with a new prospect differently.  It’s clear that proper preparation can be the action that leads to a successful outcome.  Both parties have expectations.  Understanding your prospects expectations and desired outcome almost always leads to a positive first impression.  Before your first meeting spend some time doing pre-meeting research on your prospect, their company and their industry.  Go online and scan your prospects website to learn what their primary area of expertise is and what products and services they are promoting.  Then Google that business category in your market to learn what your prospects competitors are doing.  Write a simple pre-meeting agenda highlighting the three key points you want to focus on during your initial meeting.  Email this to your prospect at least one week in advance of your meeting and invite them to review the agenda and add three points of their own to the pre-meeting agenda.  Also ask them to write down what their desired outcome is in order for them to view the meeting as successful. Then both parties have a stake in the meeting.  Create the final pre-meeting agenda with all points including your prospects desired outcome and now you can prepare to ask pertinent questions that will be in alignment with your prospects objectives.