) Expect reciprocity. When you give something away, or concede on an element in the negotiations, always ask for something in return. Otherwise, you're training the other party to continue to want more while reducing the value of what you're conceding. By keeping that balance, you'll soon be perceived as an equal in the process. That's a crucial element to negotiating success.
4) Determine the best and worst-case scenario for you and for the prospect before the negotiations begin. This may include range of price, delivery time and payment options. By projecting each party's highest and lowest expectations for a deal to take place, you'll often find that a compromise can be made within the area that overlaps.
5) Build value to increase your negotiating position. Set yourself apart from the competition by integrating your business process with the prospect's. Find out how their business works from the inside. For example, change the way you package or deliver your products or services to make it more convenient or profitable for the prospect. Businesses add value when they offer prospects a one-stop shopping concept (i.e., the financial planner who can bring in a trusted accountant or lawyer as a consultant when necessary or a printing firm that keeps graphic designers on call).
Once working with the business, keep track of every incident that adds value, such as special requests you fulfill. Make that known by bringing a written list to the next negotiating session. The more value you communicate, the more likely you'll be considered a better choice over your competitors.
1) Remember negotiations is an ongoing process, not an event. These relationships need to be nurtured over time. Often the outcome is determined way before the two parties sit down at the table.
2) Avoid a subservient mentality. Most people sell themselves short because they don't recognize the personal power they possess. You must believe the prospect needs what you're selling at least as much as you need the sale. Check your body language, tone of voice and word choices when you make your presentation.
3) Prepare to negotiate. Information is power. Research the history of the account, problems in the past, past profit margins and personal "hot buttons" of the decision maker. The more you know about the situation and the decision maker, the better your negotiating position is.
NRI's pl don't open trading account with ICICI they always try to find reasons not to create one pl email me for further details icicishuks@rediffmail.com
RE: ICICI bullys people
by Nilesh Shah on Sep 23, 2007 06:05 AM
I know...ICICI has the worst customer service...I have closed all my accounts with them and opened with SBI Canada. I have always go excellent service and rates from them and have done numerous transactions with SBI...Truly impressive service from SBI
ok assume that i read this book and have some negotiation with another person who has read the same book..both of us are not willing to give any ground based on this books principles, and it would most likely end in a stalemate..just hope that the other guy doesnt read this book, otherwise he might use the exact same tactics and cancel your effort out..lol
useless topic to discuss...bottom line is u got to have complete understanding of urself and the person u r dealing with...rest all is bullshit as long as u dont win over ur ego and bad temper, u can't succeed in anything. I want to ask what is the use of reading this book...if neone can manage to read this one and get ready for an another one because i will soon be thinking to write that one.
