Although when it comes to negotiation, most people always associate it with interview, but the planning and preparation stage is the most critical of these three stages. Before you meet the customer, at least 50% of the results of typical negotiations have been decided.
The planning and preparation stage is so important, but most salespeople still rush into battle during the negotiation and are not fully prepared, which leads to unsatisfactory negotiation results. Therefore, making adequate plans and preparations before each sales negotiation is the cornerstone for us to achieve good negotiation results.
The planning and preparation stage of sales negotiation includes the following contents:
I. Defining the objectives of the negotiations
1. Know what you need: If you don't think about what you should get from the negotiation in advance when you start the negotiation, then after the negotiation: (1) You may leave with many "gifts"; (2) You may give up valuable projects and get worthless things in the end. Therefore, at the end of the negotiation, you should know clearly what you need.
2. Know why you need it: What's the use of the results you get for you. Figuring out why you want something may help you achieve your hidden purpose. Even if you don't consciously consider these reasons.
3. What will happen if you don't reach your goal? If you don't get the result you want, what's the worst thing? If you can accept it yourself, or when you understand what will happen, maybe you can find other ways to solve the problem.
4. Know your primary consideration: break down all the goals you want in the negotiation into several parts, and consider: which part should be considered first; Which part is second; Which part will be considered in the end.
5. What you can't accept: In the negotiation, there may be some conditions that you can't accept anyway. If negotiation will force you to go beyond these principled restrictions, it may not be worth your time and energy to continue talking.
6. Know your negotiation boundaries: One of the most valuable things you can do in negotiation is to know your negotiation boundaries. So you can know when to terminate the negotiation; When can you say "yes" and when can you say "no"; When to be tough; When can I leave the negotiating table and end the negotiation? In other words, if you reach this limit, you can think about what you should do.
7. Set yourself the highest goal, realistic goal and minimum goal of negotiation:
When you know what you want, what you don't want, and what is most important to you, you can start to draw up top, realistic and bottom line goals for yourself in the negotiation. These goals are one aspect of concretizing the results you want to achieve and the scope of activities you have.
The highest goal is to get everything you really want. In an ideal state, you may achieve it.
The realistic goal is the result you actually want, and the result may be different for different negotiators.
Bottom line goal is your bottom line. When the negotiation reaches this boundary, you should terminate the negotiation and leave the negotiating table. 8. What concessions can you make? Negotiations are full of bargaining, compromise and concessions. In order to get the result you want, you must make some concessions. So you should consider what concessions you are prepared to make to achieve the desired negotiation results. At this time, you should find:
1) What do I have to have? I'm not going to make concessions on anything.
(2) What is not important to me?
(3) What should I give up in exchange?
Second, seriously consider each other's needs.
The preparation of negotiations should not only consider your own requirements and needs, but also consider what the other party may need. At this time, you need to put yourself in the other person's shoes to consider the problem. If you are the other party, what do you need in the negotiation; Why you need it; What may be the reason behind your need to get this result; What issues are most important to you; What is your first consideration; What problem can't make the slightest concession; What may be the worst result for you; What are your top line, reality and bottom line goals? What do you want to exchange; What you may lose; What questions you might ask to support your point of view; Do you have enough factual data or information to support your position and viewpoint?
Although you can't answer the above questions accurately, after careful thinking and speculation, you can better grasp the process and direction of the negotiation.
Three. Assess relative strengths and weaknesses
The concessions you may make and the items you can exchange depend on your strengths and weaknesses in the negotiation. Strength refers to the domination or influence that can be exerted on each other's actions, in the form of:
1. Decision-making power: Do you have the right to make a formal decision?
The experts are right: you have a lot to discuss.
Do you have enough time to discuss?
4. Your determination and perseverance;
5. Are you ready?
6. Do you have rich negotiation experience?
7. Do you have inside information? Do you know anyone who can influence the outcome of the negotiation?
9. Do you have the right to use certain sanctions or pressures?