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you've gathered around the conference table to discuss your prices, product, and service, the buyer-manager walks in and drops a memo on the table saying that headquarters has just announced that uniforms are no longer mandatory at each restaurant, and that individual managers of each restaurant can make that decision for themselves. |
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In such a situation, what's the typical response to this sudden bombshell? The seller begins to make all kinds of offers to entice the other person and "save the deal." Beware. When you are suddenly surprised before negotiations are to begin, consider postponing your discussion until you rethink your position and plans. Take time to investigate the truth of the bombshell and its implications. A new situation warrants a new set of plans. |
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Tip 694: Send up trial balloons before "Getting Serious." |
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If you have something that those on the other side may consider bizarre, you can always pose that idea or solution as an offhanded suggestion and get their reaction. Try: "Well, you know we could always just . . . ," or "Frankly, the best way around all these issues would be to . . ." If the other person chokes, you'll be glad you didn't pose the solution as a ''real" consideration. If the other person picks up the idea and plays with it, you can treat it seriously. |
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Tip 695: State your needs up front and ask the other person to do the same. |
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You can both investigate invalid assumptions and find common areas of agreement before you tackle more difficult issues. Often people are surprisedpleasantlythat people's wants and needs are easier to satisfy than they first assumed. |
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Tip 696: Mention Everything you want sooner, not later. |
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If you delay in mentioning a key issue until later in the discussion, chances are the other person will consider your attempt to be deceptive. To avoid casting doubt on your intentions, start with all the issues on the table. |
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Tip 697: Focus on the other person's needs first. |
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As you begin the discussion, ask what the other person wants and needs before you state your own goals. By demonstrating that you don't intend to |
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