Fill in the Blanks NEGOTIATINGOnline version During listening activity. by Sonia Martinez 1 point ground concessions upon deal beforehand inquisitive emerge concessions common unexpected relationship narrower hanging articulate details Before you negotiate , know exactly what you want and be ready to your position ; a negotiating meeting is no place to figure out the terms that are acceptable to you . You won't get every , but at least you'll know in advance what are your parameters . In fact , it helps to break down your concerns into three categories : nice to have , like to have , and must have . Walk through several ? what if ? scenarios . Anticipate counter - proposals and compromises and think about how you will react to each . Be . Don't be shy about asking questions . Skilful questions can transform a negotiation from an adversarial conflict into a partnership . By asking questions , you'll also get your client to reveal more . Start with open - ended questions and move to , more direct questions . Once you have asked a question , be quiet and listen carefully . Avoid significant early . At the very least , remain neutral to the customer's initial demands until trade - off opportunities or your gentle attempts at persuasion don't work . Be prepared for disagreement . There will be disagreement and disappointment during any negotiation . But how you disagree will affect the outcome and ultimately affect your with the client . When you disagree , look for the or set the point aside until later . At the end of your discussions , you may find you have four or five points of disagreement . You can then exchange deal - point until all points of contention are dealt with . Expect the . Always have a good idea in advance of how you'll respond if things do not work out as you plan . Finalize all agreements . Don't leave . It is often amazing how two people sitting in the same room can have different perspectives concerning what was agreed . To ensure that everyone is clear , summarize the agreement verbally or shortly afterward in a letter of agreement .
New game