Yellin' Ain't Everything
Negotiation is only one of six steps to a great deal.
Many people approach a business negotiation like a bar fight. They figure it's like this: If they're strong, fast, cop the right attitude and have a few good moves, there's nothing they can't handle. To them, it's only about that verbal game we call negotiation.
But imagine yourself a world-class haggler in the following scenarios: You've negotiated a superb deal, only to find out the other side never intended to honor it, or the dealmakers are flakes who simply can't cut it. Suppose you've dickered a difficult merchant half to death then learned that a nearby competitor would have easily beaten their best price by 15 percent. Or you've bargained for an item you later find you don't need or want. As my father used to sarcastically say about distress sales, "Why not buy two? Throw them both out!"
Continue reading this article -- and everything on Entrepreneur!
Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5!