Negotiating,Starts,with,Assump business, insurance Negotiating Starts with Assumptions
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Never trust your assumptions because they are likely to be as wrong as right.Lets look at some common assumptions many business people start with: They will never pay that much. They dont want to do business with us after the last mess-up. Weve got to have it done in 60-days. There is a lot of competition. They would never be interested in this option. He doesnt have enough money. Im sure were not the low bidder. Assumptions like this can defeat you before you even startnegotiating. These assumptions lower your own expectations, influencethe outcome of the negotiation; and may, in fact, be dead wrong! Be careful! Your assumptions can: * Cause you to make high offers when low ones are called for. * Influence you to make low demands and quick concessions when opposite actions are warranted. * Seduce you into believing deadlines when patience is by far the better course of action. * Create potential hurdles that can move you in the wrong direction. Dont fall in love with your assumptions. Part of the negotiating process is to check them out. Assumptions are neither right nor wrong until proven so. Assumptions place boundaries on the potential outcomes of anegotiation. The better you validate these boundaries, the betterposition you will be in to create truly Both-Win outcomes.
Negotiating,Starts,with,Assump