Unwritten rules of negotiation

The book of trading rules is not written because nothing is standard. It also has a rather loose structure, such as grammar, with its ever-changing rules and exceptions. How can we bring a little 'for trading? These tips will help.

Buyer and Seller does not want the same thing

What does the seller by the buyer? We could say, sales, profit, or in a word, money. This is what capitalism is about. So, what does the buyer want the seller? We could say, the product, service, or in a word, shit.

The sellers want money, and buyers want the stuff. Moreover, the bargaining process establishes standards acceptable to all sides for the quality, service, delivery and price. Settlement of these standards is what should be about negotiation. Since we do not want the same thing, we need to expand the process after the right price. This fact forms the basis of win-win negotiation.

Negotiation is more like a trip to a destination

The temptation is to see the negotiation as an event, a sort of speed bump on the road to happiness business. This is a mistake. Negotiation is a process that evolves over time. Learning and trust inherent in the process of progress over time. Since the stress of the customer on the quality, delivery, service and price are set to change, and why our priorities change too as sellers, the process is constant.

The importance of not concentrating, the sequence of problems

Write down the issues to be negotiated. Order of priority, down from most to least important. Discuss issues regarding the most convenient for the customer. If you draw a magic sequence, the plan may be disrupted as the client raises issues outside of your order tried. If the customer brings up matters which are not prepared to admit that and ask for more information. Rejecting the tendency to 'en' wing ', as you tend to lose both negotiation and respect for the buyer.

Quickly find areas of agreement

Sales professionals know enough not to ask any questions prior to conditioning closing the purchaser to a series of positive decisions. We call this principle 'the theory of many small yeses' and reflects human nature. An early agreement on the issues of small size generates great agreement on major issues later. To introduce the issues that contribute to both parties as it begins, and build on this framework agreement.

Power

Inevitably, the sellers believe that buyers have more power in the purchase / sale of setting. If you have so much power, because they are negotiating with us? Why do we have something they want! Power, as the negotiation itself, the definition has very little. Its many manifestations are clothes, money, securities, etc. It 'a matter of perception. Remember the powerful Wizard of Oz? He lost all his power when he opened the curtain and that little dog changed our perception.

The perception works in this manner. If you think you have the power, they do. If you think you have the power, you do.

Two other facts about the power of appearing in every negotiation. The final power is the ability to say NO, and live with the deal. So know your way position. Furthermore, the power flows away form those who want the deal more. If you want it bad, they expect to do it wrong.

Change your way of sale

You do not consider the sale of the same suit every customer in the same format. Why, then, that sells the same style to each client? This is simply a matter of effective communication. Choose the approach that the customer feels more comfortable, not you. The buyer prefers emotional style of relationship, the question of the buyer because he loves the satisfaction of needs style and type of executive favors the consultative approach.

The lack of clear rules for trading seems frustrating, but this flexibility is great beauty of trading. Each player can apply some of its own rules. There is no referee, no audience, and scorecards. The whole object of the game is to reach the next goal with both sides happy .......