From the course: Negotiating with Agility
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What to do before you negotiate
From the course: Negotiating with Agility
What to do before you negotiate
- Before starting a negotiation, think hard about these two questions. Is now the right time? Is there a downside? Let's start by taking a look at timing. For small negotiations, timing may not matter much. But even for common transactions like buying a car, analyze whether your leverage will get better or worse based on when you negotiate. Is your counterpart hungry to close a deal right now? If it's the beginning of the month and you're car shopping, you'd often be better off a few weeks later. That's when dealerships are under pressure to meet their quotas. Other opportunities may be fleeting. Say that you love a house that the owner is about to sell privately. Making a preemptive offer might be smart before other people bid up the price. Always assess whether you might face competition. Waiting and seeing is sometimes wise, but your general tendency in negotiations should be to press ahead. That's often true even when important facts may still seem hazy. Think about it this way…
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