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The Essential Negotiation Skill Of Setting Effective Goals For Your Commercial Negotiations.
A critical negotiation skill in your sales negotiations is how you go about planning your objectives.
I want to provide you with 3 important points that we cover in our negotiation skills training workshops to consider when you are getting ready for your negotiations.
1. What is the absolutely best outcome for you in this negotiation?
What would a great transaction (one that you would be delighted to agree to) look like?
We call this your aspiration base - in other words, the level at which you will aspire to close the deal.
You should be aware that it is important in your negotiation to always ask for a little more than you would like to get. This means that you must always have an aspiration base that is higher than your targeted objective. By asking for a little more than you would like to achieve you enable yourself to make a concession to your counterpart in return for a counter concession.
On the positive side, you may just get what you regard to be ideal if you ask for it! Don't fall into the trap of making decisions on behalf of your counterpart by saying to yourself they will not be happy with that .Take note that I am not advocating that you make extreme demands - extreme requests are very risky and dependent on the cultural context within which you are negotiating.
2. What is the absolutely minimum acceptable outcome for you in this negotiation?
At what stage will you decide to end or suspend your talks?
If you do not decide on a specific stage at which it will no longer be possible or attractive for you to conclude a deal, then you may become vulnerable to reaching an agreement that you will not be happy with. This is critical to do as you could easily become emotionally committed to closing a transaction at any cost because you may think that your individual credibility is at stake.
3. What do you think are the aspirations and minimum acceptable agreement levels for your counterpart?
It is also vital that you think about the aspirations and minimum acceptable deal levels from your counterparts perspective. This will never be an exact science but through proper planning and investigation of supporting information you may be able to get a good idea of what kind of agreement is the standard in your industry or kind of negotiation.
By considering the aspirations and minimum acceptable deal levels from your counterparts perspective, you will be able to identify the bargaining range. Knowing the agreement range or zone of possible agreement (ZOPA) will help you to see if a transaction is possible or not.
Most negotiation training courses will teach you that the agreement range is defined as the area of overlap between your minimum acceptable deal level and the minimum acceptable deal levels of your counterpart.
Remember that most of your success in negotiation is dependent on the quality of your preparation. You should spend at least as much time preparing for negotiations as you expect to be busy negotiating. If you expect to be in negotiations for an hour, then you should spend at least the same time in preparations.
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