*** The importance of a good pack of tradeables ***
If you're going to follow some of my basic rules:
1. start with a fairly wide opening offer (which you should, in order to avoid not asking for enough)
2. move in small amounts (which you should, otherwise you're giving away too much each time, as well as looking as if there's a lot more still to go)
3. trade with each move, rather than conceding unilaterally (which you should, otherwise you're giving money away, looking weak, and making your opening offer look dishonest)
...... then you're going to have a lot of trades between your opening position and the final agreement. In fact, there's a risk that if you run out of trades you're either going to have to just crumble, or maybe even that you'll never get there, and you'll fail to get an agreement, when there was one that could have been got. Bad!
So the answer is have lots of tradeables, that you can slowly add on or take off (depending on whether you're buying or selling) as you move towards the agreement point.
Therefore you should spend a while beforehand making a list of as many tradeables as you can.
For example, in my story about the man offering to trim my wife's hedge,
I could have offered him, in return for a reduction in the price (or he could have asked me for, in return for a reduction in the price):
What are YOUR tradeables?
The questions to ask yourself are:
What can we do for them that's easy for us to give?
a bit of effort is required, but the good news is you only have to do it once.
onwards and upwardsChris
visit www.free-management-tips.co.uk and have tips like this one sent to you free by email once a month - they never repeat!
The First Book of Management |
Training courses in other subjects |
Time Management training |
Delegate More! Getting rid of monkeys
© 2003 - 2010 Chris Croft Training