feature · May 2008
How to turn yourself into a Master Negotiator
You already have all you need to become a successful negotiator.
You already have all you need to become a successful negotiator.
You can't get where you're going until you know where you are.
What is the fair market price of the property being negotiated? What's the other party's position? What conditions will or can affect the negotiation? Who has the power to say "yes" to my proposal? What's my bail out point? What negotiating style should I use?
But there is other value in the exchange: building rapport, enhancing your image, getting a "feel" for how the negotiation is proceeding and how it will likely proceed.
When you hear "yes," shake hands and bring out the paper, pens and notary seal.
Following up is essential. I recommend a two-phased follow up. One is external and one is internal.