I hope that you have enjoyed the article “Getting & Using Information In A Negotiation.”
I gotta admit that, of the three negotiation tips I covered in the article, my personal favorite is “Don’t talk too much.”
Imagine that you bought a lottery ticket on this same date last year. Say that lottery tickets are valid for exactly one year from the date of the drawing, down to the second. Imagine that you go into the convenience store where you bought the ticket to check if it’s a winner. You ask the clerk to explain how to use the machine that checks tickets to determine whether they are winners or not. You mention that you bought the ticket one year ago today. As the clerk tries to expediently explain to you how to scan your ticket, you go on yapping and yapping about how you expect the clerk to give you very clear instructions on how to use the scanner and that the last time someone explained how to use a scanner you were dissatisfied with their attitude and didn’t they know who you were and how much money you spent at their store and that you would gladly discontinue doing business with the store you are standing in if you are unhappy with the clerk’s instructions and yada, yada, yada. Finally, the clerk grabs your ticket and scans it himself. The screen reads “Your ticket was a winner, but expired 10 seconds ago. Sorry.”
That’s similar to how you can talk too much in negotiation. There may be a prize awaiting you if you’d only stop to listen.
To Your Career,
Charles Dominick, SPSM, SPSM2
President & Chief Procurement Officer – Next Level Purchasing Association
Author – The Procurement Game Plan
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