Negotiation Tips/Resources/Books You'd Recommend?

[InformationH]

Are there any books, resources, or tips that have helped you in business negotiations?


I will be calling some companies and trying to negotiate a deal( lower price) on some products and trying to get some products for free (cheaper products that the company makes most of their money on through refills).

My "potential leverage" is their products will be included in our products package and marketed heavily with the other packaged items.

Win - Win - Win
Them: Another source of consistent income and free marketing
Us: The value of our product increases
Customers: Save money by buying the products together instead of separate


Since I don't have the big audience/branding it's hard to present a good argument for a better deal starting out but without the better deal it's hard to grow as quickly. Chicken and egg Scenario.

 

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[Mr.Donnerhuhn]

Three books I'd recommend:

1. Robert Cialdini: Influence
2. Robert Cialdini: Pre-Suasion
3. Oren Klaff: Pitch Anything

 

[SteveO]

The person that cares the least wins. That premise really applies to relationships but it works in negotiations as well.

Confidence it the key factor. Never allow yourself to be intimidated by anyone.

 

[YoungPadawan]

Are there any books, resources, or tips that have helped you in business negotiations?


I will be calling some companies and trying to negotiate a deal( lower price) on some products and trying to get some products for free (cheaper products that the company makes most of their money on through refills).

My "potential leverage" is their products will be included in our products package and marketed heavily with the other packaged items.

Win - Win - Win
Them: Another source of consistent income and free marketing
Us: The value of our product increases
Customers: Save money by buying the products together instead of separate


Since I don't have the big audience/branding it's hard to present a good argument for a better deal starting out but without the better deal it's hard to grow as quickly. Chicken and egg Scenario.

Ive heard good things about the book "Negotiation Genius."

 

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[Clayton]

One of the classics is Getting to Yes. I've read it and a counter argument No: The Only Negotiating System You Need for Work and Home. I'd rate them each about 4/5 stars. I'd say I favored Getting to Yes just a bit more. It's a solid introduction to win-win negotiating and has some good strategies for getting to what the other party actually values.

 

[ZF Lee]

Trump's the art of the deal.

He's not into strict technicals, but he did put out some of his personal experiences, and they are quite priceless to look into.

 

[Yoda]

Give yourself options and be ready to step away from all of them.

Don't get emotional.

 

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[G-Man]

^^ agree Not caring goes a long way. I had a light bulb one day dealing with a customer that was a huge pain in the a$$. I got to the point where I really didn't give a shit if he bought anymore. The minute I stopped caring, he started caving to price, delivery date, the whole kitchen sink.

When you have confidence that you're bringing value to the table, you're willing to walk away, everyone picks up on it consciously or unconsciously.

Before you're going to negotiate with someone, remind yourself of what value you bring into the deal. You'll go in more confident, and they'll feel it.

It's the difference between being the guy that has something everybody wants, and being the guy that wants something from everybody.