Negotiate your way out of recession
September 30th, 2011 § Leave a Comment
I’ve been reminded recently thro some client work of the power of smart negotiation in difficult times. Getting commercial advantage thro effectively negotiating better deals has never been more important. The economy is a train wreck and resources are getting ever tighter.
What is often shocking is how scared people are to negotiate, perhaps thro not knowing how to do it. I had a great example recently when agreeing a contract for some coaching work. The company rep asked me if I would negotiate on price and I asked him what he meant. His response was to say that his boss had asked if they could get a discount. Now as a negotiator I don’t offer discounts but I am prepared to discuss price and other things – perhaps a commitment to additional work, increased volumes, or better payment terms. This conversation didn’t go very far as I just bounced the discount request but it set me thinking.
Are your people best prepared to do the best deals for you right now? Are you?
Food for thought and perhaps for another ebook?
Another thing happened around the same time. I came across Thor Holt who runs an Aberdeen business called Present & Personal. They specialise in helping people to get prepared for Pitching, often the stage before a negotiation takes place. Interesting duo – getting prepared for both!
