Negotiation 101
By Blaine S. Greenfield

If you've ever been through a negotiation with Blaine S. Greenfield, you've probably walked away with a break-even at best. President of Hightstown-based Blaine Greenfield Associates and a business professor at Bucks Community College, Greenfield uncovers "10 Secrets to Powerful Negotiations and Sales."

Use "You may be right" with the customer. Examples of this mindset are, "Where do we go from here?" or "What would be a realistic price?" "The beauty of it is if you and I disagree I don't have to argue with you," says Greenfield.

Know the classic gambits. Gambits he defines as "strategic moves both sides can use in a negotiation."

Ask ask ask. For a negotiation to end successfully, terms must be agreed to, and the only way to know if this has been accomplished is to keep asking.

Expect glitches. Popular glitches include when your negotiation opponent suddenly reveals that there is another partner involved. "The key is to get the other partner at the table or at least at the phone," says Greenfield. Another glitch is bullying. "What do you do when somebody tries to ram things down your throat?" Greenfield asks. "In your mind you have to set limits. Sometimes you have to confront the person up front. Say, `Hey I know you're trying to do, but it's not going to work.'"

Don't sell the same way to a man as a woman. "Men might well be from Mars and women from Venus, but you can use this information," he says. When women sell to men they usually need to be brief, or briefer in their delivery. Men, who often seek to arm wrestle during a negotiation, might have to rely on verbiage to close a deal successfully with a woman. Of course, exceptions abound.

Remember to push the pause button. When a negotiation turns confrontational, this is always a good idea. It may be as simple as excusing yourself to go to the restroom.

Let the customer decide the terms. Price is important; terms can even be more important, says Greenfield.

Think win-win if you can, but consider no lose as a backup.

Develop a best alternative to a negotiated agreement.

Let the customer do the talking. "If I'm selling to you I want to get as much information from you as I can, if you're buying, you want to be careful with what you give."

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