Once you can identify your direction, concessions and goals, it is very important to convince your negotiation opponent as well. In this case, I recommend finding a consistent argument. If your opponent is convinced about the benefits they have for accepting your deal, they will most likely do it. In the end, everyone hunts some benefits and uses. This idea is not necessarily related to being a materialist. Instead, it is in the human nature.
Aside from basic needs like food, water and sleep, the humankind has social needs too. Social contacts, group membership and mutual appreciation are just a few common necessities. Do not forget about the thirst for knowledge, financial prosperity, comfort and safety. When it comes to a company, these needs are slightly different.
- Increasing the productivity and sales
- Long term market safety
- Lowering costs
- Satisfying customers
- Having a positive image
- Revealing new markets
- Happy customers
- Maintaining a top position on the market
One thing is for sure though – always argument from your opponent’s point of view.
Think about your opponent’s needs and come up with a list of arguments that can underline how your company, products, services and conditions can meet their necessities. Ask yourself what your opponent can obtain by agreeing to your conditions.