We call asking for what you want in a negotiation stating a position. Positions define the issues and problem to be negotiated. Positioning sets the frame for the negotiation techniques, so how you introduce your opening position will have an impact on your desired outcome.
Your position also represents your ideal outcome, and if the other side could just do what you're asking for all would be fine! However, you will have to assume that the other side will be unwilling to give you exactly what you're asking for based on your negotiation techniques, because they simply cannot or will not.
So, opening positions are just a point to start from, and you must be prepared to negotiate from that point on, creating options and alternative suggestions as the talks and negotiation techniques unfold.
During the Positioning Stage of the negotiation techniques is where conflict points will emerge. Be prepared to manage these points. The biggest problem that people make in positioning is not clearly asking for what they really want ideally. The position is your ideal outcome. You may or may not get it met exactly, but you must state it as exactly as you want it. "I want to have a price point of $32 and delivery of March 1st"
The negotiation techniques will move from there. What can the other side do? What is their position? How far apart are you?
It is important in the planning process to be very clear on your position, critical needs, and your settlement range. These will have a direct effect on the negotiation techniques. Determine your opening position by moving a comfortable distance from your desired settlement.
Here are negotiation techniques for asking for what you want:
1. Consider the other party's reaction to your initial negotiation techniques. If you ask for too much they may feel you're trying to take advantage of them,
2. Prepare several alternative negotiation techniques. Even through you're asking for something specific, they may not be able to give it to you, so be prepared with alternatives. What else would you accept?
3. Be consistent. If you keep changing the negotiation techniques because you are changing what youre asking for, the other side begins to think you're not serious.
4. Be consistent. If you keep changing what youre asking for the other side begins to think you're not serious.
5. Be creative and expansive. The best deals happen when you come up with creative solutions where it's a Win / Win.
6 Try not to base your opening position on the other party's. If you know what a good deal looks like for you, you'll know when to stop talking and take it.
7. Stick close to your position, especially during a tough negotiation. Don't make the mistake of giving up something too quickly; you'll just end up with less.
TIP: Give yourself and your position legitimacy by using documentation that is supportive. This often has great influence whether deserved or not.