Contract Negotiation Strategy: Waste Less Time and Get Better Deals - Slide 8

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Negotiate from Strength

One of the key skills in a negotiator's toolkit is leveling. This means making sure you are speaking to the other side as a peer, adjusting to the same language and appearing as less of a threat. If you don’t do this regularly, this skill will be used against you. Because it puts the other side at ease, it can be used by either side to more quickly drive to a closed deal, which ultimately is the goal. To do this, you need to listen to speaking speed, to how they approach a sentence, to what is important to them personally. Then you mirror that so you sound and act familiar and less different.

Negotiations are hard. We don’t do them often and, as a result, we rarely do them well. We often leave the negotiation table feeling like we did poorly or that the other side took advantage of us. In “Negotiating a Contract: How to Waste Less Time and Get Better Deals,” Rob Enderle looks at contract negotiation as a skill and provides strategies that have proven to result in more favorable deals, less chance of litigation and better overall outcomes.

We’ve highlighted these contract negotiation strategies in this slideshow.


Related Topics : A Big Market for Big Data Jobs, Midmarket CIO, IT Management Automation, SharePoint, Technology Markets

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