More on the Win-Win Technique | Styles of Negotiating ( Part 2 ) | The Formal Event ( Part 4 )

Dear Readers In Part 4 of  “The Formal Event” we are going to discuss the “The Specific ‘Game Plan'”.
So Let’s Get started
The Specific “Game Plan”:

1. Establish Trust: Because my initial Approach was Sincere, Casual, Friendly, and Relaxed I set the Tone for the seller to Respond in Kind.
2. Obtain Information: I asked Questions, Listened with Empathy, and Conveyed Understanding.
3. Meet his Needs:  Both my Approach — the Process — and the way I packaged my Offers were directed at meeting the stores owner’s unique needs.
4. Use his Ideas: I was often “Piggybacking” on the ideas that the seller had mentioned earlier.
5. Transform relationship to collaboration: My main emphasis was to have the merchant see me as a continuing customer and not as a one-time buyer.
6. Take Moderate Risk : Although I was Prepared to accept the Price as given, My risk was Minimal. By building a relationship, giving information slowly, and using the Power of Mortality and the option of the future, I considerably reduced the Risk.
7. Get his Help: By getting the seller’s Involvement, I used his data and knowledge of costs to solve our Problems.

John not only installed the equipment beautifully, but he also gave me a free stand for the videotape recorder — a stand I hadn’t thought of asking for.
Oh yes, 2 months later I fulfilled my commitment, when a second purchase was made for my business. Since this episode, we have become friends and have a close, Trusting Relationship.
In substance, once trust exists it tends to endure. You may have observed that many people fall out of love; yet rarely does anyone fall out of like. Where trust is lacking you are attempting to build the foundation of an agreement on quicksand. 
To cite an example, you may see political contenders try to come together in the euphoric last stage of a national political convention. Without an underpinning of Trust, the Framework of these Negotiations collapses.
Therefore, If you want a successful outcome that results in Mutual commitment, the first order of business is building Trust. The Sooner the Better!

Dear Readers, the Next Part After Building Trust is
“Gaining Commitment“
which we will discuss in our Next session.
So, do not forget to Follow my Website for Future Updates.