Negotiate - Talk on Hard Work

In the course of running your business, you will be at the negotiating table in the lottery. Whether it's a case of amazing that huge deal with a customer selection or trying to extract every penny from a seller tough talking, your negotiating skills will be tested to the limit. Tough negotiators are regarded with respect. So, how do you measure up?

If you want to know how good (or bad) is to negotiate, start with the following questions. Warning: may be harmful to fragile egos!

1. You do not look desperate? Body language is everything in a business negotiation. The agreement could mean the difference between life and death for your business, but not to show it. If you want to know so badly, they will spend time in the corner pinning. Act like you have other options to choose from - that will teach them how to treat it.

2. Do not short-sell? There is no room for modesty at a negotiating table, false or otherwise. If you have knowledge, power, connections, or an ace up his sleeve, flaunt it.

3. You blabber? This is a sure sign of nervousness. There are no points awarded to overthrow the guts. The less said, the more you have the opportunity to hear, and find out what the other party is after.

4. Do not give up easily? If you are seen as a pushover, you have no career as a negotiator. Stick to your guns - this is a battle of attrition, remember? If something is worth fighting, you have to give everything you have. On the other hand, do not sweat the small stuff. You can use a question of low consequence to your tactical advantage - giving in on this, but to extract a concession from them in return.

5. Have you backtrack? This is a negotiator of ruin. Going back to something that was agreed upon makes you look amateurish or unprepared or indecisive or unethical or all of these things! So, think twice before accepting a point, but I did it, stand by it.

6. You have the facts? The negotiating table is not the place to catch up on your learning. Do your homework well before the debates. Keep up the data, facts, documents and other resources at your fingertips, so you do not have to "check and come back." Remember, any delay in the negotiation process on your part could lead the other party to look elsewhere.

7. Do you have what it takes? Well, you need a load of energy and stamina to go far. A negotiation is nothing short of battle, and those who are their land, usually wins.

If your answer to most of these questions is "yes", you must work hard on your negotiating skills. However, take heart. Most people are born negotiators, and many will never succeed in this. But those who have mastered the art, they did it the hard way. With a little 'luck and a lot of grain, you will too! ......