[Moma]

How do you guys suggest negotiating in written format (email) and voice (phone)?

I have found that there is a psychology in the way you address some people in regards to favours. If you offer payment for something that you have been getting for free from some, their behaviour gets a little odd at times and it ruins the information that you have been getting from them.

I often deal with people from less formal cultures such as India and Africa and the negotiation process is not as hard coded as in the Western hemisphere.

There is a psychology involved in this process however and I am trying to trigger it accordingly so that both sides are adequately nourished in information transaction.

For instance, I have been asking this guy about PMP information regarding a project. He has been good so far with the information but I wish to tighten the process and expediate his response rates.

However, some people get lazy when you are goodwilled or get greedy.
I've noticed some people are good at these subtle negotiations and some aren't.

Please advise. Ask for clarity if I am being too complicated.

Thanks,

[WestIndianArchie]

What's your target's pain point?

That's what you need to exploit to get them to return your emails promptly.

WIA

[Moma]

(10-02-2012 01:10 PM)WestIndianArchie Wrote:  

What's your target's pain point?

That's what you need to exploit to get them to return your emails promptly.

WIA

Please elaborate on what you mean by pain point.

[WestIndianArchie]

(10-02-2012 05:26 PM)Moma Wrote:  

(10-02-2012 01:10 PM)WestIndianArchie Wrote:  

What's your target's pain point?

That's what you need to exploit to get them to return your emails promptly.

WIA

Please elaborate on what you mean by pain point.

I'm assuming you're selling some kind of computer services and the buyer just doesn't write you back.

The buyer has to be trying to find someone to do the work, because they need it done.

But you have to get into the buyer's head in terms of why the work needs to be done. Once you know the why, then you have to amp up the down side of it not getting done 1) quickly, 2) right.

that's it

You can't sell someone unless you know their underlying motivation.

WIA