‘Negotiate’ comes from the Latin negotiatus, which is the past participle of negotiari, and means to carry on business. This original meaning is critical to understand because the goal of negotiating is to continue doing business by conferring with another to arrive at an agreement.
Find the sweet spot
So, scrap the notion that negotiating means lowering the price to reach an agreement. A lower price does not make for a better deal; it only makes for less margin for you and your company. Your goal is to come to an agreement about a proposal, and the way to do this is to build value in your offer.
The solution your product or service offers is the focal point of negotiations, not the price.
Here are three of my 12 golden rules, which I won’t allow myself to violate in any negotiation:
1. Always start the negotiations
You must initiate the process because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realising it.
For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. When I sit down to work out an agreement on the numbers involved in the decision, I will even interrupt to prevent the other side from controlling the starting point.
2. Always negotiate in writing
Many professional sales people make the mistake of discussing and working on the terms of an agreement without ever committing their ideas to a written agreement. But the purpose of negotiations is to arrive at a formal written agreement.
From the moment I make a proposal, I refer to a document that is being created in front of the client. It includes all the points of agreement and becomes real. Negotiating first and then having to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature as the decision to buy is made.
3. Always stay cool
The negotiation table can be loaded with agendas, egos and emotions. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes insanely invested in personal agendas and useless emotions.
Crying, getting angry, name calling and blowing off steam may make you feel good, but such behaviour will not benefit you while negotiating. Use logic to negotiate and close.