Negotiating Strategies,show all your cards…it works.

I have followed this particular strategy for many years and it makes sense and works…try it.

The basic concept has to deal with two basic factors.

First, understanding that making a sale or working a deal is significantly dependant upon creating a positive relationship. Once a positive relationship is created the sale or the deal or whatever you are trying to achieve has a far better chance of occurring as the deal frequently follows the relationship.

So when arranging a meeting to discuss a deal or a sale, or any business objective one is trying to achieve, what I do is put it into writing exactly the way I want to present it, giving all the details and arguing my case and I make certain the person gets this before the meeting.

This way he has a complete understanding of exactly what my position is and also has time to consider it and maybe discuss it with others.

Finally when the meeting occurs the man has had an opportunity to prepare a response and can enter into a meaningful dialogue at the scheduled meeting.

It advances the discussion so a business conclusion can be reached during the meeting. If presented with the facts and your proposition at the meeting how can he respond in any way other then to say he will consider it and get back to you…a waste of time and non productive, sure you got to make your presentation but it turns it into a two meeting discussion rather then one.

Secondly and as important,  in addition your early release of your position demonstrates great respect, confidence and trust as you are preparing him in advance and arming him, and showing him you trust him and thus do not have to negotiate by carefully dealing out your position a little at a time. You trust him with all the information so maybe he will do the same in return, be open and honest and forthwith… and do business. It works. It creates a relationship that results in a moire positive response. It appears that you are giving up power but in reality you are demonstrating power.

Some believe that holding your cards close to your chest and dealing them out one at a time as needed, never tipping your complete hand until you have to and negotiating out of presumed strength is the powerful position to be in. Holding the information appears powerful, dealing it as you want when you need appears to be powerful. I disagree.

Why not tell your opposition your expectations and goals, so you can both work towards satisfying them, why not spell it all out in advance so the meeting can be more meaningful as all the facts are out on the table in advance so everyone can look at them and evaluate the request or sale or whatever business is being proposed. Why not empower your business associate to join you in reaching the desired conclusion together by giving him all the information as if he was a team member of yours working with you towards the same goal…your goal, now both of your goals.

I have done this all my business life, choosing never to surprise anyone in a meeting setting during which I am trying to achieve specific goals. I always have shared the details in advance and  for a great majority of the time I have greater success closing more deals and creating better relationships sooner and easier. It demonstrates respect and people respond well to this approach. It works. It creates far more meaningful meetings with better conclusions and creates powerful relationships.

Try it, it works.

Never go into a business meeting without first giving your opposition a memo outlining your position, there is no reason to surprise them and this demonstration is a smart way to create a trusting relationship and establish a common goal to do business sooner and easier, with better results

Make the other person smart, knowledgeable and prepare them to respond as you want. Train them to say yes. Prepare them in advance….then have the meeting to agree with your proposal.   This is a strategy that succeeds. Call me if you need help 413-549-2966.