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by Dina Giolitto
Hate to negotiate? Think you have to be a trickster to land that
contract? Think again. Here's why
honesty is always the best policy,
even when you're swinging those big biz deals.
1. Your future clients deserve a taste of what's to come.
If compromise and cooperation are the name of your game, make
that clear from the get-go... even in the pre-contract negotiation
phase. Be open about your expectations; present yourself accurately
and realistically. Say what you mean, and mean what you say. Your
frankness will be rewarded.
2. You reap what you sow.
If you inflate your capabilities, you can bet it will come back
to bite you in the hiney when you can't make good on your promises.
Instead, be courteous to your future colleague and offer up-front
honesty so that they can utilize every means to move the project
forward.
2. Slippery people fall through the cracks.
"Slippery" negotiators not only say one thing when they
mean another, but they're notorious for saying two different things
at two different times. A savvy businessperson will be able to spot
inconsistencies in your claims... especially now that email
correspondence means an easy conversation trail. Deceptive speech
and weak character won't be lost on a prospective client. Be
forthright and above all, be consistent.
3. Contracts are born from a need for mutually beneficial
relationships.
Never accept a work offer without first determining its relevance
for you. Contracts, after all, stem from mutual need. If the person
with whom you're negotiating can't offer something beneficial, such
as career growth or great pay, why would you accept their
conditions? Likewise, if you're not the person for the job, they
deserve to know and will appreciate your clarity in the matter.
4. It's worth it to end the stalemate.
A stalemate can work in two ways. In one scenario, you've
negotiated a price and your potential client has countered, arms are
crossed and neither of you are budging. In the other case, maybe you
can't even GET to the money conversation because you're each waiting
for the other to make a move. Either way, someone has to step up to
the plate and state the case from both angles, then take a bold step
forward or else make a permanent retreat.
5. You never know when opportunity will come knocking again.
Even if you don't end up contracting with said prospect, it
behooves both parties to keep relations open and friendly. If you
close the door on someone simply because they've decided not to work
with you, you're letting your ego get the best of you and that's
limiting. Keep the faith and be ready for future doors to open...
perhaps with this person, or maybe an associate of theirs.
In short: honesty is the best policy, and compromise is always
the ultimate goal. Go for a win-win situation every time.
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