Small companies often feel the urge to say yes to everything, without thinking about whether they could secure better terms – but you certainly don’t have to settle for the first thing you’re offered.
Negotiating is an incredibly fine art, and one that relies as much on listening than talking. While it may seem counter-intuitive, you’re also far more likely to get a good result if you put your stance across first, setting a benchmark that’s highly in your favour. That’s because every concession you make after this will seem like a win for the client, making them feel that they’ve come out with a great deal.
If, on the other hand, you start with their ideal outcome, you’ll have to fight harder to bring the agreement to a point that you’re happy with, while your client feels that they’re the ones being squeezed.
Here are 15 top tips to help your navigate – and nail – these tricky encounters.