Government Technology - Karrass Worldwide

Karrass Worldwide

Karrass Worldwide – A new way of negotiating

"Hi Tec” affects us all, not just computers but electronics and diagnostics, meaning we have to adapt our business strategies and negotiation techniques.

Can you get your car serviced as easily as you used to? I had a friendly neighbour with a toolkit, now I have to go to a VW garage with specialised diagnostic equipment!

If our company gets the lowest price won’t we get the best deal? The inclusion of more value-added services has accelerated the shift from a straightforward manufacturing economy to a service one. This means negotiation has shifted from Price to Value. One of the cornerstones of better value is looking at deals in terms of total cost.

I let the sales and purchasing people do all the negotiating! Negotiation is not something undertaken exclusively by sales and purchasing departments. We all negotiate, internally with company colleagues and externally with people in other organisations.

How do I handle competitive negotiators? There are broadly four types, or modes, of negotiation. ‘One-Win’ negotiations are hostile and highly competitive. By contrast the Co-operative or ‘Both-Win’ mode means both parties arriving at a mutually beneficial agreement. Organisational negotiations are those we conduct internally, within the business or team. Personal negotiations are far less open as they often contain hidden agendas. All four modes are used in every negotiation, like driving a car on a journey. The skill is knowing how, and when, to change.

Five Key Skills:

Plan and prepare in advance.
Aim higher to do better.
Know how to change type of negotiation when necessary.
Recognise and use power.
Remain objective and stay calm under pressure.

Top tips to seal a better deal:

Avoid first concession on a major issue.
Don’t set your initial offer too close to your objective.
Give yourself enough time to negotiate.
Don’t assume you know what the other party wants.
Never accept the first offer that meets your objectives.

For more information
For more information on improving your negotiation skills visit www.karrass.co.uk .
Tel +44 (0) 1202 853210
Fax +44 (0) 1202 853212
Email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
Freephone: 0800 007 6938