Establishing your Goal in Negotiation - Business Negotiation Services

When you start preparing for negotiations, one of the critical items is to establish your goal.? A lot of people assume that your negotiation goal is to get the best price.? Usually it?s not that, but a higher objective, such as getting the best value or establishing a business relationship or becoming a preferred supplier.? When we put our house on the market, the goal was to sell the house at a reasonable price; so we could close on our new house and move on.? You should establish your goal for the overall deal and each time you meet with the other party.? For instance, in your first meeting, your goal may be to establish the relationship or to gather information.? As you proceed through the negotiation, you should go back and review your objective and make sure that your actions are helping you achieve that goal.
As we went through the selling process for our house, we ran into many problems while dealing with a difficult buyer.? At one point we were ready to tell the buyer to forget it.? But we stepped back and asked ourselves ?What is the goal ? to tell the buyer off and get short term satisfaction or to sell the house and move? ? While the first was tempting, our goal was to move not ?win points? by cutting off negotiations with the buyer.? Eventually we were able to resolve the issues and closed on the house.
In summary, as you prepare to negotiate, establish your goal, remember to keep it in mind as you go through the heat of negotiations and you will reach a better deal.

Source: http://businessnegotiationservices.com/establishing-your-goal-in-negotiation/

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