|
|
|
|
|
|
The most important thing to prepare Never go beyond your walk away point Why you need a good pack of tradeables Reasons for not negotiating are all false Walking away – really mean it!
|
THE FLINCHWhen negotiating, remember to look shocked at their opening offer, even if you are not. If you don't look shocked they will assume that they can get more, and they will expect you to give more. Many people think that the best negotiators are like poker players who reveal nothing, and this is mostly true, but opening offers are the exception to the rule - you must react (known as a "flinch"). Your reaction should be in proportion to your usual level of body language - if you are a demonstrative person then jump out of your chair, roll your eyes to the ceiling, and say "you must be JOKING!!" Conversely, remember to watch THEIR face carefully as you make YOUR opening offer - how shocked are they, really? If you get the feeling that they are not particularly unhappy, dig in. Don't give any more! Of course, you may decide not to use any of this - you may be feeling nice, you may feel that the offer is already fair, and that negotiation is not appropriate. But if you do decide you want to go for it, always flinch. I know it's corny, but if you don't you're giving out an unnecessarily weak signal! visit www.free-management-tips.co.uk and have tips like this one sent to you free by email once a month - they never repeat!
|
 |
 |
|||