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Negotiating is part of selling. In today’s buying climate negotiating is almost expected. The internet is the information highway for consumers to gain the knowledge they need to make informed decisions. If it’s written, on video or on audio it is only a click away. Consumers begin their research on your product or service long before they contact you. The objections “I want to think about it” and “I want to Shop around” are smoke screens to “I want the best products and service at the best price”

There are a fair share of salespeople who are really good at building instant rapport and there are salespeople who are really good at presenting and there are salespeople who are really good at closing. Not all salespeople are good at all the steps. It takes a really skilled salesperson to master every step.

Negotiating starts when there is a commitment to own your product or service. If there is no commitment to own your product or service and you start to negotiate the best price, the customer will take your quote and shop your best price with your competition in order to get their best price. Never commit to a best price until there is commitment to own.

OK let’s assume there is commitment to own, now what?

To be efficient at negotiating here are three principles to follow-

1. Seek first to understand, then to be understood.
2. Think Win/Win
3. Negotiate for referrals.

To be effective at negotiating here are five rules to negotiating-

1. Avoid negotiating all together through your Compelling Presentation.
2. Let the customer play their hand first. “What were you thinking”
3. Don’t be apologetic (what if, could you, would you…).
4. Commit the customer (if you can provide me with the names of three people who can benefit from my product/service, then I will be able to take off $$$$.)
5. Stay neutral. (I can not go any lower than this and the person you need to talk to is my manager and he is away on business.)

Relax and have fun when negotiating it’s easier than you think.

Effective negotiation is dependent on a number of key factors. One of the least discussed, yet most essential, is mutual trust and understanding. Without these, the probability of successful negotiations is significantly minimized. Too often, negotiators enter into a negotiation with an adversarial relationship, and many negotiators make very little attempt to openly and adequately communicate with their counterpart.

Over the past three plus decades, I have successfully negotiated numerous contracts and agreements in a variety of different industries. Without a doubt, negotiations go best when they begin casually, with the negotiators taking some time to get to know their counterpart. Most professional negotiators understand this reality, but sometimes a negotiator “postures” for either political or other reasons. When that happens, it often creates an aura of frustration, and negotiations often break down into personality conflicts.

The most effective negotiations always begin with negotiators communicating openly. While some negotiators like to “play hardball,” it is almost never productive. Open communication requires that negotiations follow certain steps. These include:

(1) Both sides fully explain their needs and requirements. If there are budgetary issues, these should be explained upfront, so that there are no misunderstandings.
(2) Both sides need to be honest with each other. Being honest doesn’t mean giving in to everything the other side wants, but understanding fully what is be requested, and why.
(3) If this is either a hotel or food and beverage negotiation, the facility must understand what is being asked for. Are there alternatives that will make it less expensive for the facility, thus permitting it to pass along that savings to the prospective client?
(4) In the hotel/ food and beverage scenario, if a hotel believes it cannot deliver what is being requested, at the quality level and price point requested, it should state that upfront.
(5) If either side is negotiating with more than one party simultaneously, that should be fully disclosed. The negotiator should also explain why this is being done.
(6) When one side is unreasonable, negotiations usually fail. Often, the worst case scenario is that the two sides agree, and that the deal is so one-sided that the other side is unable to deliver when and what is needed and was promised.
(7) Negotiators should only promise what they can deliver.
(8) Negotiators should have sufficient authority to make the necessary agreements and frameworks of the deal. Too many levels of negotiation is generally catastrophic to a good end result.
(9) Negotiators should be direct and to the point.
(10) Specific needs and/or requirements must be disclosed upfront.
(11) Each side should submit their requests for concessions from the other.
(12) The best result of any negotiation is when it is “win-win.”
(13) The best result of any negotiation, in the long term, results in a deal that is fair to both sides.

Most individuals are not good negotiators. Amateur negotiators often destroy doable deals! Parties to negotiations should both use professional negotiators, who understand what needs to be done to “hammer out a deal.” Please read my Associated Content articles on various aspects of negotiating.

Do you want to make your next presentation more effective? Use these nine simple yet powerful presentation tips and techniques to enjoy better results when you speak before an audience.

Effective public speaking is not talent. It is a set of skills and techniques that are learned, practiced and delivered well. Learn the techniques and start practicing for your next successful presentation now. Don’t wait until you are asked to speak. Be ready.

Silence
Practice saying nothing. Not gibberish – nothing, as in silence. It is so powerful. Pause before you start, pause after you said something important and pause when you are done. Just say less and get more comfortable with the silences.

Mirror
Your audience will mirror you. If you frown – so will they. If you want them to smile – you must smile. Laugh and they will laugh with you. There are no ugly audiences – only ugly speakers.

Show Your Hands
Keep your hands where we can see them. We will trust you more. Hiding your hands behind your back will make us wonder, “What is he hiding back there?” Putting them in your pockets might feel good – but you lose power and can appear too casual. Let your hands hang at your side. As you speak and become involved in your speech you will naturally move them. You will look more natural. You will appear more trustworthy.

Look at Your Audience
Look at the audience – not the screen, the back wall, or your notes. Talk to them – look at them – one at a time. Move your eyes from one to another as though you are having many one-on-one conversations.

Nod Your Head
When you ask the audience to respond to your question show that you respect their response. Pause and look around the audience; nod your head in approval or show your delight with a smile. Remember you asked them a question. Show that you really wanted an answer.

Smile
Sometimes your audience will laugh when you do not expect it. Pause and let them enjoy it. Smile and show you also have a sense of humor – even if you are not sure why they are laughing.

Appoint an Assistant
When you speak before a group, always have a helper who can fix the lights, help with handouts, and usher latecomers to their seats. When looking for volunteers don’t waste time waiting for someone to put up their hand. Appoint your volunteers. Always thank them.

Prepare for your Worst Question
Always be prepared to handle your worst question. You know what it is – the one you dread the most. It might be that you are too expensive, too cheap, too old, too new, too far, too near… Imagine how powerful you will appear when it is posed and you can smile and give the answer you rehearsed.

Edit your Words
Don’t offend your audience by using insulting phrases like “obviously” or “everyone knows”. If it is not oblivious to them or if they don’t believe that everyone knows then you have either insulted them or alienated them.

You can use these nine simple presentation tips and techniques to deliver more effective presentations today. It will take some practice but you can do it. Make your next presentation a success by paying more attention to the details.