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Negotiations
Some
people are of the opinion that goods have a fixed rate
and bargaining the price would be the most inappropriate
thing to do. But the strangest thing is three fourth of
the people sell goods without a fixed price. Therefore
the value of the commodity is determined only by the act
of negotiation between the buyer and the seller. Most
people in business implicitly understand this concept,
i.e. that they won't be given something of value for nothing.
But many still don't know how to get what they want or
need in a business transaction. The reason for this is
two fold: fear and ignorance. People are fearful of negotiating
because they don't understand the strategies and tactics
involved, and they don't want to make mistakes. Far too
often, they approach a negotiation without being prepared.
Danger
There
is a danger of being in the midst of negotiating without
recognising it. If this occurs you won't be able to
try to improve the outcome for yourself. If you have
not thought of the transaction as a negotiation, and
you have not prepared, the chances will be less favourable
to you than they might have been.
Some
practical definitions
Whenever
you are attempting to influence another person through
an exchange of ideas, or something of material value,
we are negotiating. Negotiation can be described as
a process we use to satisfy our needs when someone else
controls what we want. Negotiations between companies
normally occurs because one has something the other
wants and is willing to bargain to get it.
1.
The importance of attitude in negotiating
2.
The six basic steps in negotiating
3. Planning
and preparing for negotiation
4. Eight
common mistakes
5. Listening -
the most important thing in negotiation skills
6. Professional
negotiation strategies
7. Important
tips
8. Risk
Management in Negotiations
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