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Link: http://www.systemsnews.com/newsletter/2008/Nltr03-24-08.pdf

The Three-stage negotiation process is a quick and easy method of reaching agreement in the many different short situations you may find yourself. Typical situations where a short negotiation is used includes domestics requests and retail purchases.

The three stages are simply: Open: Say what you want, Bargain: Hammer out the deal, and Close: Agree and exchange
Lets Look at the First:

Open Request.
Say what you want from the other person. Keep your description clear and unambiguous. Make it clear whether you want them to do something, allow you to do something, agree with something, just listen to you, tell you something, and so on.

Explain. It is often useful to explain why you want what you asked. This both helps the other person decide exactly what to give you and also can act to persuade them.

When the request is difficult to make, it can be preferable to justify the request beforehand, showing that you have a legitimate need. Early explanation of the problem you are trying to solve is also useful if you are not very clear yourself exactly what is needed.

Offer. Tell them what you will do in exchange for them fulfilling your request. If they are doing you a favor, you can still say how grateful you will be.

Sometimes the offer is to not do something -- for example when you make a threat to do something if they do not comply with your request.

If you have a good sales article or piece of advice, and would like to share it, please email us at info@systemsnews.com

Thought for the Week
"I like a state of continual becoming, with a goal in front and not behind”
—-George Bernard Shaw (1856—1950) Irish Playwright and Critic

Have an powerful week.