For those who have their own Negotiation Cards, or those of you that have experienced them in the TNC practice arena, you'll know that our Seller has a “Break-Even” point and our Buyer has a “Budget” point which creates the friction of a negotiation.
Well, recently I’ve been practicing at the Thursday Negotiation Club (two Thursday every month at 18:00 GMT) but I’ve been doing something very sneaky!
If there’s a word that describes the feelings of going into the negotiation without knowing my Budget it’s … relief!
Yes! You read that right… “relief”.
Because when I then start my practice I’m not worried about my number and it makes me 100% FOCUSSED on the other parties position!
It means I'm FOCUS entirely on achieving the most effective outcome by using my observation and negotiation skills.
It's only with 20 - 30 seconds left before the end of the negotiation that I will then turn my card over to see what I had and … then I can make a decision as to whether I can/should accept.
So for those that have their cards I would suggest just try it out and see what you can achieve WITHOUT knowing your fall-back position… you might be pleasantly surprised!
If you don’t have Negotiation Cards then… I guess you’re not practicing your negotiation skills. But if you want a Practice Negotiation Deck then you can find them for sale on the TNC website and … everything is negotiable!