When it comes to contract negotiations, preparation is everything. It goes beyond understanding your client's goals and alternatives – it's about grasping the other side's perspective too.
How do I uncover their intentions? I listen.
When faced with seemingly unreasonable requests or roadblocks, I pose a simple question: "What are your concerns with this request?" By delving into the "why" behind their demands, I can craft solutions that align with their objectives, fostering win-win outcomes.
Here's my best negotiation tip: Listen more, talk less. When you let the other party do most of the talking, they often reveal valuable insights that can propel the negotiation forward.
You'll never have to say “Wow, I did not see that coming!”