Question: We operate in a marketplace that is increasingly competitive. Happily our offering has certain unique selling points which mark us out from the competition. Notwithstanding that I still find it a challenge to deal with a number of tough negotiators these days. There’s a prevailing attitude (or demand more like) for a ‘bit more discount’ which comes from all clients. Of course we are customers ourselves and we negotiate with our own suppliers. While I do want the best possible deal I don’t want to damage the potential for future business from any client or with a supplier – also I believe that best results can be attained through relationships that are more ‘partnership’ than ‘adversarial’. So to use a sporting analogy I aim for the ‘draw rather than the win’. And certainly I don’t want to trounce the opposition. Still though you have to be pragmatic; deal with the rude, demanding person as well as the person who appears cool and distant. Then there’s the obviously suspicious, the arrogant and the indecisive. I know questions are always useful but what other specific steps or techniques work with these types and what general ideas or suggestions do you have for effective negotiation? Ryan Answer: I strongly support your approach Ryan – more ‘partner than adversary’. Increasingly rare is the ‘one-off deal’ these days in business. Success is built on the establishment of a series of sound trusting and mutually beneficial relationships. If someone feels they are ‘being screwed’ they will actively seek alternatives. So your inclination to ‘work with’ rather than ‘fight’ is correct. On the matter of ‘more discount’ – be sensible; you must price competitively but you must also price profitably. Other recommendations for good negotiations include:· Smile, be pleasant.· Start with something positive. Then get straight to the point / the intended purpose of the conversation. · Approach people with a receptive and open mind. If/when there is disagreement put yourself in their position.· Let them know right from the start how they can benefit from this negotiation by describing the positive results (your ‘unique selling points’) to them.· Listen closely, ask good open and probing questions, show them what you have learnt from their comments or objections.· Don’t insist on your individual terms/needs but demonstrate that you are sincerely interested in a solution that meets the expectations of both sides.· Make concessions. However, be clear which concessions could compromise your goals. · Avoid negotiations where both parties are looking for ‘big wins’. Prepare by making sure in advance that there is reasonable potential for a deal and therefore a good atmosphere for the conversation.· Do not pretend, do not play games, be the way you are. Authenticity is key.· Accept we are all self-centered by nature. This helps you to respect opinions / feelings of others. Secondly, let me address the specific types you mention and a few more… Rude, demanding: Remain polite but determined. Ignore the ‘bluff and blunder’.Cool, distant: Show respect, give time, ask questions about their needs, listen carefully / don’t interrupt. Be aware they may like to go away and come back. Be patient.Indecisive: Do not rush them. Ask about their concerns. Give detailed explanations of advantages and benefits, specifically that ‘uniqueness’ you spoke of. Suspicious: Give proven facts; use a good rationale, check to ensure they are still with you. Chatterbox: Interrupt in a friendly way, (use their name when interrupting) do not become impatient, try to puzzle or surprise them.Impatient, in a rush: React quickly. Stay calm. Do not try to calm (or slow) them down, NEVER say ‘calm down’, it usually has the opposite effect.Kind, open for contact: Make use of this conducive negotiation opportunity, but beware the risk of becoming too close/personal. Stay professional.Arrogant, self important: Be polite, courteous, avoid opposition, pay compliments.Nit pickers: Clarify. Answer all questions/objections. Clarify anything that appears unclear, compliments don’t work well, take these people and their concerns seriously.“My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money,
you won’t have many deals.” – Getty, J. Paul
Moate; “the widest street in Ireland”, where you could treble park without a care, where regular markets and fairs were held and where a farmer could coral a herd of heifers outside the Courthouse while motor and foot traffic still passed with ease, albeit minding their step!
Since the bypass we’ve returned to those halcyon days, to a degree. We no longer have the cattle fair but we make full use of the street, not least, with our annual St. Patricks Day Parade (moved this year to Easter Sunday so we could support our neighbours Garrycastle in the All Ireland Club Football). I don’t think I’ve ever seen such a selection of vintage tractors, commercial floats and local marching bands, interspersed with troops of high kicking, spangle wearing and perfectly synchronised dancers.
There’s the fact that Moate Golf Club is located mere metres from Main Street. There are more sports and social clubs than you could name. The Tuar Ard Theatre is a purpose built centre for Drama, Dance and Music. Then there’s Dun Na Si; a heritage centre and park described as a Cultural Centre and a Teach Ceoil, with regular Irish music and dance sessions. And we could probably lay claim to the title ‘Country Music Capital’ of Ireland with locals such at T.R. Dallas, (Tony Allen) of Foster and Allen and of course the one and only Ray Lynam.
But for me there’s one main reason why Moate is the best place in Ireland: Community Spirit …
Evidenced by immediate and significant support for any perceived local need or worthy charity, e.g. the informal group formed to raise funds for a friend / neighbour seriously injured and out of work due to a motor accident, the auctions, raffles and events organised and well supported for more well known Charities such as Bohar, MND Research, Post Polio Support, The Hospice and others…
The massive effort invested in the development of the ‘Midlands Amenity Park’ by a group who have worked tirelessly and with great effect to raise thousands of Euro already, in addition to boosting local awareness of and appreciation for the ecological, environmental and economic benefits of this worthy project.
The Moate Partnership Alliance – whose ‘Love Moate – Shop Local’ campaign is one example of their efforts to fight the downturn and another simple but brilliant idea of theirs was the use of redundant whiskey barrels (from our good friends in Kilbeggan Distillery) as converted and attractive waste bins – dotted all over town; each one sponsored by the nearest business.
Having returned from years of urban (anonymous) living I have been struck and impressed with the simple but profound interest in, care of and support for others in the Community. What makes ‘a place’ is not the architecture, the picturesque views, amenities or history. It’s quite simply THE PEOPLE. Up Moate.
