Toll Free: (800) 257-6788 X1000
info@professionalproblemsolver.com
Secrets of being a successful negotiator - Be nice
Plan first
By: J Scott Barrattyou'll never feel like you were over paid. The deals you make will feel satisfying because they fall within the parameters of your plan.
If negotiations reach an impasse or turn negative...
Use the "pondering" move. If you feel that you are about to blurt out words that you will regret, put your finger up to your mouth. To anyone else, it just looks like you are thinking. Follow that action with some deep breaths. Then switch the tape in your head from an insecure voice to one that is pumping positive mantras, such as, "you can handle this. You are not going to take it personally."
Ask, "What would you do if you were on my side of the table?" Getting the other party to see things through your eyes can help lift them out of an entrenched position. Hint: If the other party responds, "I'd take the deal I'm offering," probe further. Ask, "How do you think
that would benefit me?"
Change environments. Sometimes moving to a different location or discussion point can break negative momentum and create a new atmosphere for the negotiations.
Example: Once we were working out the details of a deal at the office of good tenant for a strip center. The offer was for a lease that that would have a fixed term of 5 years with rent near the average property in that area. We wanted a ten-year lease with a rent that was the highest in the area for our location. The tenant and I were deadlocked so I moved the negotiations from their offices to our social club. The congenial environment allowed each side to share their real needs and paved the way for a compromise that includes higher rent per square foot and added guarantees that protected the leasor's position within the overall center and granted additional options in the future acceptable to both parties.
Everyone won. The leasors got immediate reductions and additional long term security.
The owner got an "A" tenant for his center that attracted other tenants to his center.
If negotiations reach an impasse or turn negative...
Use the "pondering" move. If you feel that you are about to blurt out words that you will regret, put your finger up to your mouth. To anyone else, it just looks like you are thinking. Follow that action with some deep breaths. Then switch the tape in your head from an insecure voice to one that is pumping positive mantras, such as, "you can handle this. You are not going to take it personally."
Ask, "What would you do if you were on my side of the table?" Getting the other party to see things through your eyes can help lift them out of an entrenched position. Hint: If the other party responds, "I'd take the deal I'm offering," probe further. Ask, "How do you think
that would benefit me?"
Change environments. Sometimes moving to a different location or discussion point can break negative momentum and create a new atmosphere for the negotiations.
Example: Once we were working out the details of a deal at the office of good tenant for a strip center. The offer was for a lease that that would have a fixed term of 5 years with rent near the average property in that area. We wanted a ten-year lease with a rent that was the highest in the area for our location. The tenant and I were deadlocked so I moved the negotiations from their offices to our social club. The congenial environment allowed each side to share their real needs and paved the way for a compromise that includes higher rent per square foot and added guarantees that protected the leasor's position within the overall center and granted additional options in the future acceptable to both parties.
Everyone won. The leasors got immediate reductions and additional long term security.
The owner got an "A" tenant for his center that attracted other tenants to his center.
Best way to finish up after the deal is made...
Lay the groundwork for a continuing relationship. Compliment the other party; on their negotiating skills that helped led to a fair deal for both of you. This type of negotiation has given PPS a continuing source of referrals from those clients we have worked with over the years.
