You may be a high-ranking CEO or a first day salesman, a service provider or self-employed. If you face encounters with your partners, clients, suppliers or employees, in which you want them to think differently at the end of the meeting and actually do what you want – our next Soundview Live webinar is for YOU. The objective of this webinar, How to Become an Expert Negotiator with Daniel Weiser, is to improve your negotiation skills and to move you one step closer to closing your deal.
Here are 27 Negotiation Tips from Weiser’s book Become An Expert Negotiator:
#1: Ask about the other’s reference point at the beginning of the interaction.
#2: Find out if you’re both in the same “ballpark.”
#3: The status quo effect is the “mother” of many objections.
#4: Lower the perceived risk.
#5: State your purpose in order to lower the firewall.
#6: Don’t talk about a certain topic – before you know the other party is interested to listen about it.
#7: Don’t wait for an anticipated rejection – vaccinate against it.
#8: Adjust your communication style to that of your counterpart.
#9: Address what the term “partnership” means to your business partner.
#10: Pierce the firewall through Aikido.
#11: Don’t tell the other side what he will gain – ask him to speak about it.
#12: Establish that the deal is “fair” according to external objective criteria.
#13: Reframe the interpretation of the situation.
#14: Elicit statements that can later be used to support your position.
#15: Indicate others who made the same decision as the one requested in this negotiation.
#16: Use the rule of comparison often.
#17: It’s not about being nice – it’s about being similar.
#18: Be the first to give something.
#19: When you concede on an issue – request something in return.
#20: The foot in the door.
#21: Limit the time to respond to an offer.
#22: Present the upside potential, but also the downside of rejection.
#23: Feel successful and radiate it.
#24: Be specific about your references and success indicators.
#25: Talk about the fears of relevant others.
#26: Fulfill your negotiation partner’s needs and keep quiet about achieving yours.
#27: Sometimes, simply ask for help.
If you would like to hear more about these tips, join us on January 29th and bring your whole sales team. As we know, every little improvement in our negotiation skills could be the difference between getting the sale or not.