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 entire negotiation, so how you introduce your opening position will impact your desired outcome. You can learn more about stating a position in negotiation seminars.
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, 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 unfold.
During the Positioning Stage of the negotiation 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. You can learn more about conflict points in negotiation seminars.
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 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. Determine your opening position by moving a comfortable distance from your desired settlement. You can learn more about the planning process in negotiation seminars.
Here are your 7 tips for asking for what you want:
1. Consider the other party's reaction. If you ask for too much they may feel you're trying to take advantage of them.
2. Prepare several alternatives. 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? You can learn more about preparing alternatives in negotiation seminars.
3. Keep it simple. Over-complication just brings confusion and doubt.
4. Be consistent. If you keep changing what youre asking for the other side begins to think you're not serious. You can practice being consistent in negotiation seminars.
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. You can learn more about using documentation in negotiation seminars.