View This Issue - Panama City Beach Chamber of Commerce

come other people. Do all necessary research,
think of possible outcomes, rehearse
what you will say and set goals. Have an
agenda and stick to it as closely as possible.
B. Always remember the needs of the
other side throughout the process.
When you reach an agreement on something,
take the time to summarize it. This
allows both parties to recognize that progress
is being made.
C. Possess the right attitude. Be
strong, yet not predictable. Keep others interested
by staying ahead of them. This way,
they have something to look forward to as
the negotiation proceeds. Nonetheless, stay
friendly and open. And when it fits, use humor
to lighten up the process. Silence can be
a sign of strength. If the other party makes an
impossible demand, be quiet and reflect on
it. Soon enough, the other person will realize
that he or she has “crossed the line” and will
probably withdraw.
D. The next time you walk into a negotiation:
• Realize that it’s a state of uncertainty, so
take it one step at a time.
• Stick to your plan, yet be flexible, and look
for unexpected opportunities.
• Do your homework and be prepared to respond
to any question.
• Keep up your self-esteem and confidence,
even when things get difficult. If it’s not
working out, maybe it’s not the right time.
Take Nothing
Personally
The savviest negotiators are impervious
to criticism and impossible to fluster. And
because they seem unmoved by the whole
situation and unimpressed with the stakes
involved, they have a way of unnerving lessexperienced
counterparts. This can be an
effective weapon when used against entrepreneurs,
because entrepreneurs tend to take
every aspect of their businesses very personally.
Entrepreneurs often style themselves as
frank, no-nonsense individuals, and they can
at times have thin skin. But whenever you
negotiate, remember that it pays to stay calm,
to never show that an absurdly low counteroffer
or an annoying stalling tactic has upset
you. Use your equanimity to unnerve the
person who is negotiating with you. And if
he or she becomes angry or peeved, don’t
take the bait to strike back. Just take heart:
You’ve grabbed the emotional advantage in
the situation. Now go close that deal.
CHAMBER MEMBERS
WEIGH IN:
9
What is your best
negotiating tip?
Neal Wade
Executive Director
Bay Economic Development Alliance
The objective is staying in the game. I often
tell prospects, look at Alabama, look at Mississippi,
look anywhere else, just look at us as
well. Economic development is the process
of elimination, so it is extremely important to
stay in the hunt until you reach the final cut.
Then let the games begin.
Clair Pease, Owner
Pease & Associates/Emerald
View Resorts
Don’t look at a negotiation as a game. In a
game there is a winner and a loser. Consider
every deal not as a single event, but the first of
many. There is no way to strengthen relationships
with people if your goal is to beat them
or make them feel like they’ve lost. Every deal
should begin and end with win-win in mind.
Rebecca Spann, Co-Director
Bay Health Foundation
I don’t see myself as a negotiator. My priority
has always been to develop and implement
a gift-giving plan of action that attains
a “win-win” result for donor and recipient.
It’s not about getting the best of the bargain;
it’s about building a good, long lasting relationship
that achieves a shared goal. A “winwin”
philosophy always works.
Steve Counts
President
Counts Real Estate Group, Inc.
To have a good deal, it has to solve everyone’s
problem. To have a great deal, everyone
has to feel like a winner. Buyers, sellers,
tenants and landlords all have different
objectives, goals and needs. It has to be fair
for everyone or it’s not going to work. Presentation
is key.
THE CIRCUIT September/October 2012 65