When You Are Negotiating, Use Your P ……

March 6, 2009

Shaking hands

Many people do not realise this – in a negotiation, INFORMATION is POWER. The person who has the information has power over the person who does not.

So don’t under-estimate the power that you have in a negotiation. All you have to do before to go to the negotiating table is to make a list of the INFORMATION that you have. After that, cross check which information :

1. You know, and he also knows
2. You know, but he doesn’t know
3. You don’t know, but he knows
4. You don’t know, and he doesn’t know

Once you make this analysis, you will immediately get an idea of how to plan your strategy for the negotiation.

From the 4 scenerios above, the most obvious advantage is (2). So, what can you do, how can you play your “cards” so that this “exclusive” information that you possess can be used as a bargaining tool, as a time-delaying too, as a tool for giving the “ultimatum”, even as a tool to establish goodwill and trust ?

How to use information as a tool to establish goodwill and trust ? It’s simple when you VOLUNTARILY offer “exclusive” information to the othe person, this immediately shows to him that you want to be “open” , co-operative, friendly and helpful. By doing this, the other side will have a more positive impression of you, and will therefore be more co-operative and trusting. Once you have established this trust, you can then start to ask for some information. The other side may now be more obloiged and willing to give you information because you have given first and he has received from you. Therefore it is now his turn to give information.

INFORMATION – It’s such a simple thing – . But when used properly and thoughtfully, it is such a POWERFUL NEGOTIATION TOOL !

Want to learn more ?

I will be sharing SO MANY Of these PRACTICAL and EASY-TO-APPLY IDEAS in my coming public seminar entitled “Win-Win Negotiation Techniques for Sales, Purchasing and Other Situations”. This one-day seminar will be held on 25 March 2009 at Hotel Novotel Mangga Dua. Many Purchasing staff, Sales people, Sales Managers & Supervisors, Entrepreneurs, HR Managers, even University students have already registered ! That really reflects the fact that EVERYONE negotiates and EVERYONE will BENEFIT if he/she is able to negotiate more effectively.

If you have not registered, please do so quickly because we will ONLY ACCEPT 350 participants. After that, registration will CLOSE because the ballroom cannot accomodate more than 350 participants. Please hurry OK.

PS : People/companies who register now can still enjoy the EARLY BIRD rate.

If you would like to have a brochure,

Phone : +6221-6011121
Sms 081511001610
Email : info@jamesgwee.com
Website : www.jamesgwee.com

When You Are Negotiating, Use Your P ……

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