Give it a bash.jpg

Give It a Bash

Published: Jan 23 , 2018
Author: Ben Byth

I was once again reminded that we sometimes work ourselves up into thinking conversations will ‘go worse’ or ‘be harder’ than they will. We spend hours thinking about what we might say in these difficult conversations and weeks postponing them. However, in my experience at least, they are typically not nearly as difficult as anticipated…in fact, they may turn out to be a complete non-event.

 

The unfortunate reality is that if we don’t ask for what we want, it is quite unlikely that we will get it. So, it is up to us to have the courage to ask for it… and two friends recently did just that.

 

The first was negotiating with a much larger business about raising capital. The other party had put positions on the table that didn’t suit my friend and he was a little worried that this was going to get tough. He summoned the courage and, amazingly, once my friend put his counter positions on the table, the other party simply rolled over! It was a complete anti-climax and my friend got exactly what he wanted simply because he asked for it.

 

The second recently learned the value of wish-list items. Those nice-to-have things thrown into deals (that you can also live without). Often people are too embarrassed to ask for the upgrade, free drink, or complimentary car space at a hotel. My friend spent his Christmas break building his discipline to ask for little wish-list items whenever he was transacting… and more often than not he was getting them. In fact, he was getting so much stuff that not only was any fear around asking now gone… it had become a game!

 

So, even if you suspect something might be difficult, you don’t know until you ask. Often, the worst thing to happen is just that they might say ‘no’. At which point you put on your negotiator’s hat and say, ‘Under what circumstances could you do as I ask?’.

 

So... give it a bash because you could be pleasantly surprised. Put your positions on the table in your performance review, with your customers or suppliers, or with the builder for renovations.


SHARE

rsz_ben_2018.jpg

About the author:

Ben Byth
Ben’s background is in commercial business to business sales. Leveraging studies in organisational psychology, Ben’s previous role was responsible for growing Profiling Online’s bespoke leadership assessment business locally and abroad across industries such as Banking and Finance, Insurance, Travel, Engineering and Professional Services.

Read more about Ben Byth

More posts by Ben Byth

Latest Blog:

Negotiating Lessons from the Banking Royal Commission

The Australian Banking Royal Commission has been quite embarrassing with cover-ups, poor conduct and unethical treatment of customers. But it does bring to light key lessons for negotiators. These lessons are particularly true for those who are perceived to hold the balance of power. In other words, if you are negotiating with someone who is seen to have very little power - there is a high chance your actions will come under public scrutiny at some point. It is highly unlikely the banking industry will be the only one to come under scrutiny. All you need to do to come to this conclusion is read the paper to see similar accusations in industries like retail/grocery buying, leasing, franchising, etc.

Latest Tweet:

Scotwork Australia
210/410 Elizabeth Street
Surry Hills
2010
Australia
02 9211 3999
info.au@scotwork.com
Follow us
cpd.png
voty2016_sign_gold.png