There is so much to consider beyond price—all the technical details such as timing, terms, conditions, and resources. Still, negotiators are often in a hurry to seal the deal so they can move on to the next challenge.
But it is important to take your time and pay attention to the human side of negotiating.
- Treat those on the other side of the table with respect. Apply a corollary of the Golden Rule: deal with them as you would have them deal with you. This requires being honest. Never sink to using dirty tricks. Not only are you likely to sabotage the agreement, you can create enemies and lose your integrity in the bargain.
- Take time to learn about how they communicate. In this global economy, you are likely to find yourself negotiating with people of another culture. Are they apt to say “yes” when they mean “no”? Does it seem as if they are using delaying tactics when they simply don’t fully understand the specifics of the contract?
- Finally, don’t rush to satisfy an apparent client need. Weigh carefully the consequences of a shift in the agreement. Moving too quickly to answer a request could be viewed as a weakness on your part.
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