Clear Comm Consulting

The Monthly Memo: Making the most of your message

May 26, 2010

The Winning Words of Negotiation (Part Two)

Have you noticed in the last month how many times you were actually negotiating without even realizing it? Anyone who is a parent knows this to be true — and the same can be said for the business person.

Let’s move on to the next steps in using the correct words when you are negotiating, and if you need a refresher on last month’s info, just click here. (Also watch for our finishing item in this Memo — What is the single biggest reason people do business with someone? Hint: it’s not money!)

Stay Focused: “Let’s look at where we agree.” When we finished off last time we offered a different take on how to deal with objections — don’t be afraid to address them. In any negotiation situation there will be objections, so why not get them out there at the proper time or even bring them up first if it’s appropriate? Having said that, I next advise you to Stay Focused! While it’s great to get credit for addressing the objections, don’t forget why you are there — and don’t get lost in the process. Stay Focused on your goals and always have the things you share with the other side in your mind to keep the process moving.

Ask for the Deal: “Can we put this together?” It’s amazing how many times something doesn’t happen in the business world simply because no one asks! Just as you will Stay Focused, you also must remember to Ask for the Deal. When do you do it? Don’t assume a long and drawn out process is needed for each negotiation. If you are moving ahead and your read of body language and mannerisms tells you the other side is ready, go for it! Any successful negotiator is a great student of non-verbal communication. Make sure you are picking up on all of the clues.

Keep the Door Open: “I would like to keep in touch.” Okay, you’ve done your best to get a deal done and the final answer is no. Or is it? Always Keep the Door Open. Unless you find the two sides would be destructively incompatible, find a way to make it possible to come back to the table. The business world is filled with stories of deals which were completely dead in the water, only to be revived for any number of reasons. Circumstances may change, a new person may be added to the dialogue or the economy may dictate a shift in plans. How do you do it? Keep the door open by proving you are a solid option, on top of your game and a fair person to deal with. Can you be easily reached? Do you have information at your fingertips? Make sure you’re the first choice when the rules of the game suddenly change.

Okay, to finish up, what is the single biggest factor people use when they decide to do business with you? More often than not it is one single item. It’s not your age or looks or the car you drive. The single biggest factor is they like you. If they feel they’ve made a connection with you, they believe you and you’ve proven your interest in them you have a much better chance of making it happen.

Alright, go out there and make those deals — and let me know how you do!

Cary Pfeffer is the founder of ClearComm Consulting,, a Phoenix, AZ-based communications consulting firm which is helping people tell their story. He works with clients to make the most of their media and live audience communication. Email him at: [email protected]

Follow along with Cary on Twitter @CaryPfeffer

Advice on How to Connect in Business