Today’s success tip comes from Wayne Berry.
In 1979, Wayne founded Wayne Berry Associates, a sales training
company, which became one of Australia’s leading seminar promoters
bringing some of the world’s most famous speakers to Australia,
New Zealand and South-East Asia, including James Rohn, Earl
Nightingale, Dr Denis Waitley, Brian Tracy and many others.
To negotiate effectively, what research should be done prior to
the interaction?
Here are some of the important things to research before negotiating:
* What’s your own bottom line (the point at which it is better
to walk away)?
* What’s the worst possible outcome that might occur and can
you live with it?
* What’s the most ideal outcome for you?
* What outcome do you feel the other party might want and can
you check this in some way?
* Can your ideal outcome and their ideal outcome be achieved at
the same time? If so, how?
* If your ideal outcome and their ideal outcome are not compatible,
how far apart are they?
* How might you both move toward a mutual win-win outcome?
* What items are on your ‘must have’ list? Could you live without
these?
* What items are on your ‘like to have’ list?
* What items are on your ‘nice to have, but you could do without’
list?
* What is the likely perceived value of these items by the other
party? High or low? What is the actual cost to you? High, low
or nothing?
* What items might they ask for that they could probably do
without? (They might ask for them simply to trade them as
concessions later on.)
* What might their ‘real intentions’ be behind any likely demands?
* Is there some other way of satisfying those ‘deeper needs’
other than agreeing to the demands which may not be possible
for you?
* How can you make the other party feel that they have ‘won’?
* What issues do you want this next meeting to focus on?
* Are there some issues that would be better spoken about
later?
* What is your timetable? Do you have a deadline? Is it real
or imagined? Can it be shifted if necessary?
* What is their likely or stated timetable? Do they have a
deadline? Is it real or imposed to pressure you? It is sometimes
easier to renegotiate a deadline upfront rather than later on.
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