Negotiations are a fact of both life and business, especially in the Security Guard Business. The success of your Security Guard Business will depend on your ability to negotiate well and come to agreements with anyone you do business with—including both customers and employees—that make them happy while also benefitting your business. To ensure the long-term success and growth of your Security Guard Business, it’s crucial that you take active steps to become a better negotiator.
NEGOTIATIONS
First of all, understand that Negotiations play a major part in your Security Guard Business. Any initial offer is just a starting point. So never be afraid when it comes to Negotiations and making the first move to bring the other party to the bargaining table. Preparing for negotiations can be intimidating. But remember that you are there because you have something that can benefit the other party, that they need or want, and draw power from that knowledge. Also, making the first move gives you a psychological advantage. When you make the first offer, the other party has no choice but to start the negotiation on the ground you choose.
Different Methods to try with Negotiations!!!
Always come prepared for negotiations with a clear and concrete idea of what you need from the other party and what you are prepared and able to give. Not only should you come with specific questions, but you should know the answers that you expect to those questions and be ready to respond accordingly.
A good method for negotiations is a technique called “anchoring.” This means that you state your intentions and position clearly early on. For example you might say, “Costs are rising for my company, and that means that I have to increase my rates for this contract.” The other party will then automatically consider your position as the starting point for the negotiation. Get ahead of the game by making your claims right away. As humans have a bias for weighing the first information they get more heavily. It’s also wise to put your anchor position in writing ahead of time, as people naturally give more credence to words that are written down.
Another psychological trick is to simply state your position over and over. This takes some practice, but you should try to frequently work in phrases that affirm your opinion and position as you work through the details. This constant reiteration of your position will worm its way into the other party’s consciousness, increasing their inclination to believe it.
Understanding Negotiations!!!
You should also think a lot about expression and body language, both yours and the other party’s. Make sure you smile through he conversation, and use a lot of big gesturing, as this is more persuasive. You should also watch the other party’s expressions and body language to get an idea of what they are thinking before they say it out loud. This will give you an advantage, as it’s much easier to change someone’s mind about something before they’ve said it out loud than after. For example, if the other party leans back and folds their arms when you make a suggestion, that means they don’t agree with it. This gives you a chance to acknowledge that you think they don’t agree and offer further persuasion on the point.
Lastly, understand that in any negotiation, the power shifts back and forth. It’s important to recognize when the power has shifted in your favor and enact a protective strategy. This is the time to dig in your heels and refuse to be swayed by any arguments the other party might make. It’s much easier to hold your ground than to gain it back.
No matter how adversarial things might get in the thick of negotiation, you and the other party should always be able to shake hands and walk away feeling that you are getting something of value.
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By Courtney Sparkman
OfficerReports.com is a software company that provides security guard companies with an easy way to monitor their officers, better manage their operations, and win new business. Take a tour of our software to see how we combine Electronic Reporting, Real-Time GPS based Tour Tracking, and GPS based Clock In and Out into one easy to use platform.
