Usually, you already know the name of the individual with whom you’ll be negotiating. If you’re negotiating with a large company, however, you may not know the name of the particular person (or people) who will be in the room with you. Ask. Ask whomever you are dealing with. But ask. Ask before you get there. It’s good manners. It’s good negotiating. After you know the negotiator’s name, find out as much as you can about the individual or individuals who will be in the room.
You probably already have a good idea about how to research an individual — use the search engine Google (www.google.com). The results are usually awesome. But suppose that you’re dealing with someone who hasn’t risen to Google status. Not everyone has a bio on the Internet. Humpf. Right away you know that this person isn’t so scary after all. The corporation may be huge, but if you can’t find the individual person you’ll be negotiating with on the Internet, well, how scary can he or she be?
Don’t assume that the person won’t be a tough negotiator because he or she is far down the totem pole. Sometimes those at the bottom of the corporate ladder are the very toughest to deal with. They often have less flexibility than someone higher up and often are trying hard on every level to show the boss how worthy they are of a promotion.
Ask friends who have dealt with this person what they can tell you about him or her. Ask acquaintances. Ask the person who is setting up the meeting. Ask competitors with whom you have a relationship if they know anything about the person you’ll be negotiating with. Make a cold call if you have to, but ask. Find out all you can about the person. If you meet in their office, note the pictures, hobbies, interests, and art that are in the room. The more you know about the person, the smoother your talks with them will go.
You probably already have a good idea about how to research an individual — use the search engine Google (www.google.com). The results are usually awesome. But suppose that you’re dealing with someone who hasn’t risen to Google status. Not everyone has a bio on the Internet. Humpf. Right away you know that this person isn’t so scary after all. The corporation may be huge, but if you can’t find the individual person you’ll be negotiating with on the Internet, well, how scary can he or she be?
Don’t assume that the person won’t be a tough negotiator because he or she is far down the totem pole. Sometimes those at the bottom of the corporate ladder are the very toughest to deal with. They often have less flexibility than someone higher up and often are trying hard on every level to show the boss how worthy they are of a promotion.
Ask friends who have dealt with this person what they can tell you about him or her. Ask acquaintances. Ask the person who is setting up the meeting. Ask competitors with whom you have a relationship if they know anything about the person you’ll be negotiating with. Make a cold call if you have to, but ask. Find out all you can about the person. If you meet in their office, note the pictures, hobbies, interests, and art that are in the room. The more you know about the person, the smoother your talks with them will go.
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