“Negotiate” comes from the Latin negotiatus, which means to carry on business. This original meaning is critical to understand because the goal of negotiating is to continue doing business by conferring with another to arrive at an agreement.

The word “negotiate” is derived from the Latin word negotiatus, which means to continue in business. It is very important to understand this original meaning because the purpose of all commercial negotiations is to continue doing business by consulting with others to reach some agreement.

The first and biggest error is a misunderstanding of the word. When I ask some people what the word “negotiating” means, I get answers like, “how good a deal can I get” and “how cheap can I buy.”

The first and biggest mistake is misunderstanding the meaning of the word. When asked by some people what the word “negotiating” means, they replied with things like: “how can I get a good deal” and “how can I get it for so cheap?” any”.

Scrap the notion that negotiating means lowering the price to reach an agreement. A lower price does not make for a better deal; it only makes for less margin for you and your company. The solution your product or service offers is the focal point of negotiations, not the price. You must initiate the process because whoever controls the start of the negotiations to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. I had a client who wanted to offer his terms upfront. I politely said, “Excuse me, I appreciate your willingness to tell me what you can do and would like just a moment to share with you what I have put together for you. If it doesn’t work, then please tell me.”

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Get rid of the notion that negotiating means lowering the price to get that contract. Cheaper prices don’t lead to a better deal; it only makes our company’s profit less. The solution that our products and services offer is the crux of any negotiation, not the price. You have to be the one to initiate the negotiation because whoever controls the opening often controls the closing. If in a negotiation, you let people take the initiative to start first, you will always lose control, often without knowing you are being led. For example, there is a client who wants to set his terms. me first. Then I would politely say to him: “Sorry, I very much understand your goodwill in telling me your terms and conditions, so I would like to ask you for a moment to share with you the details of the situation. My account has been prepared for you. If something is wrong, please let me know.”

Simple phrases such as “yes,” “OK” or “I see” effectively show you are paying attention. Use open-ended questions instead of “why” questions, which could imply interrogation. Effective open-ended questions include, “Can you tell me more about that?” “I didn’t understand what you just said; could you help me better understand by explaining that further?” and, “Could you tell me more about what happened…?”

During the negotiation process, you should effectively use phrases like “yes” (yes, yeah, yeah); “OK” (agree) or “I see” (I understand) let the other party know that you are paying attention to them. Use open-ended questions instead of “why” questions, because asking this way people think you’re questioning them. Some very useful probing questions: “Can you tell me more about that?” “I don’t understand what you just said, can you explain more so that I can understand better?” “Tell me more about what happened…?”

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Last but not least, always stay cool. The negotiation table can be loaded with agendas, egos and emotions. Great neighbors know how to stay cool. When the rest of the room gets emotional, stay cool and use logic to negotiate and close.

After all, always stay calm. The atmosphere around the negotiating table can be thick with emotions, egos, and issues to be discussed. A good negotiator is someone who knows how to stay calm. When the other people in the room are tense, stay calm, use strong reasoning to negotiate and close.