What do you do if your stakeholders doubt your trustworthiness and credibility during negotiations?

below are some of the suggestion to bring transparency's:- A. Reverse Engineering based Cost Analysis to derive the Manufacturing cost, which gives teh confidence for negotiated prices. B. Price differences between Approved and un approved suppliers. C. Market Analysis of the Cost of the Commodities contributing major costing in the specific product. D. Reverse Auction which itself give Transparency, Speed and Agility. E. Negotiation through a Negotiation Committee which may includes members from Finance and Projects.

If dealing with new external stakeholder, consider getting someone to introduce your credentials before the start of the negotiation. For existing and/or internal stakeholder, preparation is key. Also, instead of waiting for their questions, you could be proactive in asking questions to discover more about their underlying interests.

I am not too sure about being transparent, instead be open and ethical. No one likes dealing with unethical people because this act raises the guards of their counterpart. Be open sharing your intention. Another way I've learnt about being trustworthy is to first point out your weakness, before mentioning about your strength. For example, "We do acknowledge that our product could be quite pricy for some... but... we're honored to be the only one in town for xxx"

Demonstrar com exemplos que já aconteceram dão mais ênfase na negociação e se for possível mostrar em tempo real as conquistas, desafios que foram superados, mostra os problemas que a atual negociação já possua e se já tiver superado alguma já evidenciar, mostrar se aberto a feedback e a sua capacidade de adaptação diante dos desafios.

Active listening helps in creating a safe environment for the counterpart to share more about their underlying interest. Avoid assumption, unconscious bias and judgment in conversation. Paraphrase, enquire and tag their emotions to display empathy and interest.

First, seek out what they need and want. Consider discovering their pain points, aspiration, background, preferences, likes and dislikes. Only after that, we proceed into negotiating positions and price.

Once we sign on the order, that marks the start of a new relationship. And that's even more crucial than the negotiation itself- it's the delivery that matters. Walk the talk.

The easy part is signing the order. Then it is yours to lose. Do what you said you were going to do. Gain confidence from your client and you will have a great referral for the next client.