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Rather than asking the other party if


something will work for them, provide options. You might be inclined to say: ‘Does


Monday or Tuesday work for you?’ You can gain the upper hand, though, by phrasing it this way: ‘I am available Thursday between 12pm and 3pm or Friday at 11am. Let me know what works best.’ It is also possible to apply this to location.


Choose a place that you feel comfortable with, if possible try to meet at your office. If the other party identifies a time, you can


say: ‘Great. We should meet at this great restaurant near my office.’ You have set the conditions for the


negotiations, and the other person is already acknowledging that you are in charge.


February 2020


It can be surprising to realise how much


this subtle shift in power can work in your favour.


Conclusion Of course, each negotiation is unique, and so it is essential that you approach each opportunity to negotiate as if it were your first. Take time to really understand what it is


you are looking to achieve, but also invest time in learning what the business you are dealing with values. This will allow you to gauge a true understanding of where the ‘wiggle room’ lies. When it comes to negotiating, the old


saying ‘fail to prepare, and you should prepare to fail’ could not be more relevant. CCR


www.CCRMagazine.com


Each negotiation is unique, and so it is essential that you approach each opportunity to negotiate as if it were your first. Take time to really understand what it is you are looking to achieve, but also invest time in learning what the business you are dealing with values. This will allow you to gauge a true understanding of where the ‘wiggle room’ lies


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