Negotiation Tactics as Part of a Business Process Model ? Daniel ...

The use of negotiation tactics is a good basis for a business process model designed to give your business the upper hand over vendors. There are several tactics that can be used in such a model, and individuals can learn by observing expert negotiators at work.?

It is possible to use negotiating tactics as part of a business process model on how to get ahead in business negotiations between vendor and client. This is not only about haggling price, but on contract details or even the entire business strategy and the model can also be applied to any business negotiation, not just negotiating prices or conditions of sale.

While general business and market factors will play a large part in the outcome of any negotiation, there will also be psychological factors in play that can swing this more in your favour than that of the seller. These factors and others can be built into a process model that can be used as the basis for future negotiations.

One of the benefits of a process model is it can be modified to improve results, and the use of negotiation tactics in business is one form of preparation that can be fluid according the negotiation and the desired result. A significant psychological factor is in persuading the seller that you know what you are talking about.

Preparation is Important

By showing that are you are properly prepared, and have a good understanding of the topic in hand, you will find it easier to achieve the result you are aiming for.? If you try to impress the other party with little true knowledge, you will soon begin to fail to communicate authoritatively and start to lose the discussion.? That?s when you will begin to fail to achieve your objectives.

For example, in a negotiation between web services providers and web services clients to negotiate and find a mutually acceptable solution, it important that the client displays a sound knowledge, both of what they are seeking in the service and of what is technically possible.

As the buyer or potential client, you should have researched the services that other web service providers are able to offer and at what price.? You should also be aware of the need for systems that are adaptable to projected new developments in the field. If you do not display that depth of knowledge, then you give the advantage to the web service provider or seller of the system you may ultimately purchase.

Making sure you do your homework before entering into any negotiation would be the first factor in any business model designed to ensure that those responsible for negotiation in your business use the correct negotiation tactics to give them the upper hand and achieve the best possible results to get ahead in business negotiations.

Drawing Out Information and the Planned Silence

Another good tactic is to persuade the other party to provide you will information you need from them to strengthen your own case.? By asking relevant questions from a number of different angles you can often get them to divulge information important to the negotiation without them becoming suspicious and clamming up.

A good tactic to use when you want the other party to divulge more is to keep silent. Many people dislike silence in negotiations and feel it necessary to say something -anything to break the silence, and you can frequently get some very revealing information at these times. The ?planned silence? is a good tactic for a negotiation process model.

What Motivates the Seller?

Establishing the motivation of the seller is a good tactic in gaining the upper hand in business transactions of any nature, and the seller in your business process model could be a contractor or service provider.? It should even be possible to switch the roles in your model so that the same process can be used with you as the seller or provider trying to gain the business advantage over a client.

It is not always easy to establish the other party?s motivation, but doing so successfully can help your business in a number of ways.? You can find out if there are available options you are not being offered, and even if the seller is truly motivated and committed or simply testing the water ? perhaps trying to establish the prices that potential clients are prepared to pay.? This is not unusual, but it does not help your business, and establishing this will be an important factor in your early negotiations.

Practice Negotiating and Learn from Experts

You can practice negotiating in a number of situations, including when speaking with your family.? Negotiate bed time with the kids, or watch others negotiating. You can learn a great deal by visiting antiques markets, for example, and observing how people negotiate prices. You can likely think of other situations where negotiating is commonplace ? some children are brilliant negotiators as their parents well know.

Negotiation tactics can be used as part of a business model designed to act as a blueprint for the negotiation carried out in your business. By projecting confidence and expertise, negotiators can start off on a good footing, and help get ahead in business negotiations between client and vendor immediately. By drawing required facts out of the other party they can strengthen their own positions and capability of coming out ahead. A good process model can set these standards.

Share this:

Advertisement

Like this:

Be the first to like this post.

Source: http://daniellock.com/2012/02/28/negotiation-tactics-as-part-of-a-business-process-model/

carrot top george huguely whitney houston casket photo mike wallace mike wallace match play championship the national enquirer