Negotiating Anything, Any Place : Telephone Negotiations and Memos of Agreement ( Part 3 ) 

Good Day Readers, Today we are going to discuss about the suggestions that we talked about in our Last Part.
So Let’s get started

Be the Caller, Not the Callee

Try to initiate the vast majority of your calls in potential adversary situations. If someone phones you and you aren’t prepared, say the equivalent of, “I’m sorry, but I have an Important meeting to attend. I’m already late. When time would it be convenient for me to call back?“
You see, the instant you say something like, “I have something else on my schedule — I’ll call you back!” you’re no longer the callee. When you prepare yourself and do call back, you’re the caller.
Plan and PrepareBefore you take action, think though the result you want and make sure that the phone call is the best way to get it. Decide whether you wish a no answer or a yes answer. Earlier, we indicated that it is easier to get a no than a yes via Telephone.
Someone once said, “If you fail to plan, you are planning to fail.” 
Always think in terms of the specific objective or goal that you want achieved by the phone call. As the Koran says, “If you don’t know where you are going, any road will get you there.“
Admittedly, if you don’t know where you are going, you can never get lost. In the end, if you don’t know where you are going, when you get there, you don’t even know you’re there!
The point is, as the caller, plan and prepare to make what you want happen. Here are few tips for phone Negotiations:

• Prepare a checklist of points to be covered during the call.
• Don’t run the Negotiation or Transaction in your Mind.
• In an adversary encounter, attempt to anticipate the Tactics of the other party. It is truism that forewarned is forearmed.
• Try to have all the relevant facts at hand as you make the phone call.
• Not withstanding your preparation, you may be surprised by diversions or off-the-cut queries. Certainly, there is no indignity in admitting some lack of knowledge.
• Concentrate and avoid distractions. Give this phone call your undivided attention. Don’t be a contortionist ( This is the person undivided attention. Don’t be a contortionist. ( This is the person who, while speaking or listening, performs other functions, from housekeeping to chatting with others.)
• If facts and figures are involved, keep all reference material, plus an adding machine or pocket calculator, within arm’s reach.
• At the end, summarize what was agreed upon and define the responsibility for follow-up action.

A Graceful Exit

Always have a ready excuse to get off the phone if the discussion drifts in a direction detrimental to you. If a long-winded caller or Soviet slicker will not allow you to make a graceful exit, you can exercise the option of hanging up on yourself.
Please — I would never recommend that you hang up on another person. That would be discourteous and socially unacceptable. Hang up while you are talking.
How can you convincingly hang up on yourself? Very simple. Say the equivalent of, “Hey, I’m really glad you called. You know, I was just thinking about your yester — ” Click.
The other party will never assume that you hung up on yourself. He’ll think the telephone company goofed again!
What’s the upshot? The other party will call you back. When he does, you’ve just stepped out, if you’re at home (“I had to get something from the garage“). This gives you time in which to prepare yourself so you will not be at the mercy of an unexpected caller.

Discipline yourself to Listen Effective listening requires more than hearing the words transmitted. It demands that you find meaning and understanding in what is being said. After all, “meanings are not i words, but in people.“
Obviously, you can’t listen intelligently while you are talking, so be sensitive to your own “Listen-versus-talk-ratio.” Consider the use of the pregnant pause. This is a magical moment when you go mute.
As soon as there’s a prolonged silence on the line — especially during a long-distance call — the other party may talk compulsively, either out of nervousness or from a need to get his money’s worth.
Invariably, he will rephrase questions in a way that will give you valuable information

Well, Readers We will Discuss in detail about Our Last Suggestion in our Next Part.
“Write the Memorandum of Agreement“
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