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Shelter Chieza Change Management
What would you say if you were given only one hour over dinner with Bill Gates, Warren Buffet or Mark Zuckerberg or even closer home, President Robert Mugabe? Would you be too early to calm your nerves and acclimatise, or simply arrive on time dressed in your very best? What would be your very first conversation? Many that have been exposed to such situations would tell you that its never easy to find your feet, it takes a lot of experience to settle into such kind of conversations. You certainly do not want to put them off, neither do you want to exhibit your overzealous childish and inexperienced behaviour. You better be worth their time!

Do your Homework
Getting into a negotiation table with an individual or company or group that holds a more powerful position is daunting. It could be a negotiation table for a life changing deal with a major client. Then you have to proffer your best case.

In most cases, a person in a more powerful position is very aware of it and may block all sensitivity nerves to the other person feelings. It’s now you that need to carefully analyse and figure out a way of delivering what they may want to hear.

Never belittle this moment and do your homework thoroughly. I remember interviewing a marketing management position at our company at one point.

It was quite appalling to observe that most candidates had not thoroughly prepared for candid questions on growing the existing clientele.
Stay firm and true

Don’t lower your request just because you may assume that your competition may outwit you.
Lay it all out on the table; you are unique in your quest. If meeting Bill Gates was a platform to market your new technology solutions platform, make sure you understand the main purpose why you are meeting him. There is absolutely no time to fumble and make mistakes in your thinking process.

You have to make adequate preparation. You cannot get into such a meeting with a one sided proposal. Have two or three options that demonstrate your depth.

Pricing is usually the major striking issue in negotiations. Assess issues to do with pricing and long term contract so that you can spread your price over a long period to recover the same amount that they could turn down initially.

You deserve it
Never underestimate your power. You are there to meet this powerful person because you deserve it. I have been in several negotiation deals that someone would say to me, I can get someone else for less than a quarter of your price. Read the flow of your conversation. The moment you see that the person is aware of your extraordinary abilities and respects your work, it should now give you the cue that you are now on top of the game. Some powerful people have designed a put off tactic to make you desperate to the point of taking even the lowest bid. You have a valuable input to their needs, so stick to it.

Sometimes your best strategy would be to stick to your price. Negotiating tactics must never move you. Its valuable especially if you have a little background to the type of person you are meeting.

At one point I knew this company we were negotiation valued stability and was not willing to take up offer from these small non-established players that seemed cheaper. Don’t look too interested in the deal, you are likely to lose your power.

Remain “calmly interested” but maintain that level of detachment. It could be scary because you could lose the deal but remember that in as much as you may not have the same type of power that they have, you have something they want.

Keep focused
Avoid spending too much time on what they cannot do. Dwell instead on what you can do for them. Be the optimist, one of the worst things you can do is negotiate against yourself.

Do not undersell yourself, aim high, at least when you fall, you will fall somewhere in the middle. You need the highest level of determination and, a strong understanding of market value. Don’t be intimidated by their titles, most titles are designed to scare your wits out. See them as a potential partner

Its interesting to observe how cultures differ in their negotiation tactics. If you are meeting the Chinese, make sure you are firm. The have a habit of masking some things.

Some of their “Art of War” strategies could help you. You know your business better than anyone else, so use that to your advantage.
It is said that if you get evasive answers from a Chinese who says “No problem” or “Don’t worry about it” then you must now know that you are about to be played.

Stay calm and know that this is not the end of the world. You can always walk away if the deal does not materialise, but always remain positive.
Till next week, may God richly bless you.

Shelter Chieza is an Advisor in management issues. She can be contacted at [email protected] <mailto:[email protected]>