Tag: negotiation

Before entering the negotiation phase, brainstorm your key differentiators that the customer would have latched onto. In addition, note down your strengths and weaknesses and predict their strengths and weaknesses. Remember to put together your walk-away power, in other words, the realistic alternative to achieving a negotiated settlement. That’ll give you mental and physical strength when negotiating. Gather as much intelligence as you can about the other side. Don’t be surreptitious but be real. Use the web to research as much as you can about the other side before you…

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For those of you that know me, I’m a nice guy; I find it challenging to play the “hard-nosed” character in business, it just doesn’t come naturally to me. So in 1991, I found it difficult to push back on my lodger who wanted a couple of days’ grace to pay his rent. Instead, I let him off, and the following month the same thing happened. Tearing my hair out, I had an idea. The next lodger I would pull the story that I was operating on behalf of a…

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