Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
The time to be decisive in a negotiation generally comes when it’s time to “ask for the order” and close the deal, or when you’ve decided the deal is not acceptable or right for you. Trying to be decisive before you have final clarity is pointless, and can make you seem pushy, cocky, unprofessional, or desperate. And this can compromise or sink an otherwise workable and potentially profitable negotiation.
If you are sensing that the deal isn’t workable or right for you, but haven’t come to final clarity, sit calm and tight, and look to see what’s giving you second thoughts. Is it the character of the other party? Is it the less than satisfactory quality of the product or service? Or are you simply not getting, and not going to get, what you need to make the deal worthwhile? Whatever it is, when your gut gives you a clear “no,” it’s time to say, “No thanks,” and walk away.
If you are inclining towards, or definitely interested in a deal, decisively ask the other party if any points remain unclear or have not been addressed. If the answer is no, the time has come to decisively ask for the order.
Asking “Shall we finalise our agreement?” is generally acceptable. If the other party is more detail-oriented you can ask something like, “What details do you want covered in the ‘subject to’ clauses of the agreement?” If the other party is reticent or indecisive, try asking, “May I draft an agreement covering the points we have agreed on and get it back to you on Thursday at 2pm, or does Friday at 10am suit you better?”