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by David B. Zwiefelhofer
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Deals fall through all the time not just because the two sides couldn't agree, but also because they misunderstood each other. Listen to the other side. If you're not sure what they're saying, ask for clarification.
Keep in mind that although the people on the other side of the table are likely nice folks, they are your opponent. Don't let their friendly attitude cost you money. You can bet they're not willing to shift their position because you're a charming conversationalist. Of course, you should always be polite and friendly. Offended by your opponent's offer? Politely tell them you enjoyed meeting them and appreciate their interest, but that you're so far apart that further negotiations would be fruitless.
5. Communicate clearly and concisely.
The more you say, the more you're likely to give away. You might even consider negotiating only on paper. After all, no verbal real estate deals are enforceable. A polite, "we'll carefully consider all written offers" can greatly enhance a nervous negotiator's ability to control the process. It will give you time to evaluate the offer fairly and greatly reduce the effectiveness of pressure tactics.
6. Don't be greedy.
When you've reached your goal be satisfied and close the deal.
The four principles of negotiation and the six negotiation skills paraphrased here originally appeared in the April 2000 issue of The Cheapskate Monthly, Vol. 9, No. 4. |
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