How many times in life have you just settled? Maybe you were afraid of a confrontation or maybe you just didn’t want to seem ungrateful. But no matter what the reason, you should know that there’s a way you can still cut a deal and not have to settle. Just follow the 10 tips below and the next time you seal a deal you’ll get a whole lot more than you expected!

1. Know your prospect. Learn all you can about your prospect. Having a sense of your prospect’s priorities will help you decide how hard to push. Be sure to do your homework. Research their past history and your topic so you don't waste your time OR theirs.

2. Be clear about what your priorities are. You must be clear about your priorities and your needs. That way you will communicate much more clearly.

3. Always hedge the first offer. Master negotiators call this ‘flinching’ at the first offer. That simply means show some surprise, dissatisfaction or discomfort at the first offer. Take it
and you probably will leave a better option on the table. And you could even leave your prospect feeling they actually gave too much.

4. Position your product and services. You must position your product or service in ways that show the benefits your prospect will get. A benefit is what the product or service does. Don't
make the deadly mistake of only talking about price and terms.

5. Don’t forget to negotiate the small issues. When you put them all together the small issues make a huge difference in your prospect's ability to use your product or service the best. Only
as an absolute last resort should you ever change your price. Always remember, when you drop your price, it decreases the perception of value in your prospect's eyes – especially if there is no reason given for doing so. Change your terms - not your price.

6. Don't be quick to ‘split the difference’.  This is just a short cut way for your prospect to get the terms he wants. A lot of people try this approach even when they feel they have come to
terms that are okay with them. Too many times this kind of tactic really leaves neither side winning, or one or both sides feeling that the ‘best deal’ was not struck.

7. Don't get emotional. You must release your emotional attachment to what you are negotiating for. If you don’t it will weaken your resolve and you won’t think logically. Fear is the worst of these emotions and will cause you to be impatient and settle for less than is fair.

8. Be careful of time wasters. You must keep focused on your ultimate goal. Are you advancing the sale or not? Don't keep rehashing unimportant points.

9. Maintain the formality or informality set by the prospect. You must maintain the formality or informality that is set by your prospect. Always greet and treat everyone with respect. But then wait for them to set the tone of your meeting. It may and probably will change with time
to become more warm and relaxed. That of course is a good thing. People must usually like you to buy from you. However be careful not to get on such friendly terms that you lose your professionalism and lose respect from your prospect.

10. Cooperate with your prospect. You must be sure and cooperate with your prospect instead of agitating him or her. Don't use manipulation. It just creates bitterness. What you want is to create harmony. Don't be greedy; always work toward a win-win result. If you do – you will find it and future business will just get easier and more plentiful.

In the name of happiness and success,
 

Pascale Barrow
Managing Editor of Personal & Finance Confidential