You should be willing to change your approach as you go through a deal process. In this video, learn how to change your approach to benefit your position.
- During a negotiation, you can change your approach. … You don't have to maintain your initial approach … or your initial position, you can change it in any time. … Your opponent won't maintain their approach … or their position, so along the way, … throughout the deal, determine your counteroffers … and your approach and how it might change … and how those changes might benefit your position. … For example, you can become more or less aggressive. … You can become cooperative. … You might change your anchor. … In the initial negotiation, you said … the price was here, but you know what? … The price just went up or the price went down. … You can add negotiating points along the way. … Just because you didn't ask for something right … out of the gate, doesn't mean you can't add it later on. … Beware of getting locked into a single negotiating approach. … Your opponent can and will use that against you. … We were involved in a very contentious negotiation … at one point. … In the beginning, we were very collaborative, …
- Explore methods for defining all of your negotiation options.
- Recall how to make concessions when appropriate.
- Select the best negotiation style and strategy.
- Determine the most favorable deal structure.
- Support your anchor position.
- Recognize how to sequence your deals.
- Track negotiation points over time.
- Identify the most common negotiation pitfalls.