The Negotiation Guru

Recently, I went to a consulting workshop conducted by Wharton school. One of the speakers from a prestigious consulting company said “I always take notes during meetings.” The audience laughed. He went on to explain why note-taking is important. This is the same for negotiations.

Note-taking gives you clarity. When you physically write down the key points during negotiations, you will be able to reflect on some of the important points that your target has revealed. In a negotiation, both parties usually have more than one interest. Listing out clearly on your notepad the interests that your target has can be used as a tool as well. You can go on and say “Let me see if I understand you correctly. You wanted a good price, after-sales service, technical support, quality products and speed-to-market.” Your target will appreciate that you are clear with what he wants. From there, you have a clear idea of his wants and can go on to work on how to negotiate a win-win deal.

This can also be used to prevent the other party from going back on their words. This is a consistency tool to be used so to keep your target committed. Very often, you find the other party changing his mind after a few days. The negotiation has to go back to square one because his interests are now totally different from what was initially discussed. To prevent this, you can use your notes as a consistency tool.

“I have it written that you mentioned in the last meeting that you wanted a good price, after-sales service… Is that still right?”

If you want to appear slightly more aggressive, you can add that:

“I believe that we can have a good deal. If your interests are unclear and change from day-to-day, I am afraid we won’t have a mutually beneficial outcome. Let me know after you have discussed with your team, we will resume negotiation then.”

This is a powerful tool. People are afraid of appearing inconsistent. The consistency principle works on everyone. I will elaborate on the consistency principle in my future posts.

Remember to take notes when you negotiate.

This entry was posted on Wednesday, November 7th, 2007 at 1:22 pm and is filed under Difficult Characters, Interests, Others, Preparation, Resistance. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.