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Here's how you can secure improved terms and conditions when negotiating with clients.

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Negotiating with clients is a nuanced skill that can significantly impact your business's success. Whether you're a seasoned entrepreneur or just starting, understanding how to secure improved terms and conditions is essential. It's not just about what you offer, but how you present it, how well you understand the client's needs, and how you navigate the conversation to reach an agreement that benefits both parties. By applying strategic negotiation techniques, you can enhance your contracts, foster better relationships, and set the stage for future business opportunities. This article will guide you through practical steps to strengthen your negotiation prowess and help you achieve more favorable outcomes with your clients.

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Muqsith Ahmadi (牧景)

Transsion Holding | Georgetown University
Avrati Raturi

Harvard Alumni Entrepreneurs Member| Filmmaker ???| Microsoft for startups | Growth Mindset
Esteban Viera

Asesor de Planeación Financiera || Conoce la forma mas simple y segura de alcanzar tus objetivos financieros y de crear…

1 Know Value

Before entering any negotiation, it's crucial to have a clear understanding of the value you bring to the table. This means recognizing not only the quality of your product or service but also the unique benefits and solutions it offers to the client. Articulate these points confidently and be prepared to defend them. When clients see the inherent value in what you're offering, they're more likely to agree to better terms. Remember, your goal is to create a win-win situation where the client acknowledges the worth of your proposition, which in turn justifies improved conditions for you.

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Karen Méndez Sandoval

| Sales Manager | Marca personal | Ventas | B2B | E- Learning |
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Algo muy importante que aprendí es que a la hora de conseguir mejores términos y condiciones en una negociación es entender y conocer muy bien cual es la necesidad o dolor que estás resolviendo. Pese a esto, y aunque los clientes a veces entienden el valor que ofreces hay que seguir negociando. El tip es el siguiente: Cuando tú vas a dar algo, pide algo a cambio. Es decir. Todo no tiene que volcarse solo a lo económico, puede ser una referencia, una presentación con alguien más, entre otros. De aquí la importancia y éxito de hacer acuerdos previos durante una negociación.

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Esteban Viera

Asesor de Planeación Financiera || Conoce la forma mas simple y segura de alcanzar tus objetivos financieros y de crear tu patrimonio || Contactame para ayudarte con una asesoría personalizada ||
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Uno debe de conocer el valor de la actividad en el mercado, es decir ya se debe de tener una referencia de los montos a cobrar en una negociación. En la mesa de las negociaciones siempre se busca la mejor opción la parte compradora, si no se conoce bien lo que se esta negociando, manejar montos por debajo de lo estimado va a ser contraproducente, hay proyectos en los que se sale debiendo, no solo se pierde. En todo caso deben estar muy bien definidos los márgenes a negociar para no caer en errores.

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2 Listen First

Active listening is a powerful tool in negotiations. By paying close attention to what the client says, you can identify their primary concerns, goals, and constraints. Use this information to tailor your proposal in a way that aligns with their objectives while still meeting your needs. Show empathy and understanding; this builds trust and can open the door to more favorable negotiations. Clients are more willing to compromise and agree to better terms when they feel heard and understood.

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Avrati Raturi

Harvard Alumni Entrepreneurs Member| Filmmaker ???| Microsoft for startups | Growth Mindset
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An important thing for clients is to listen to them effectively and properly, active listening means we know about their concerns and goals and come to a common ground

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Esteban Viera

Asesor de Planeación Financiera || Conoce la forma mas simple y segura de alcanzar tus objetivos financieros y de crear tu patrimonio || Contactame para ayudarte con una asesoría personalizada ||
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Es importante tomar nota de las necesidades del cliente, o prospecto, que es lo que necesita, que problema quiere resolver, en que tiempo, que niveles de calidad necesita, que marcas necesita, todos los requerimientos ya que es muy difícil hacer cambios en el proceso, y si se llegan a hacer impactara en costo del proyecto. Con esta información y los términos se realiza propuesta económica, con los tiempos de ejecución, tiempos de entrega de equipos y todo lo necesario para una correcta ejecución.

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3 Aim High

Starting with high expectations sets the stage for more favorable negotiations. When you present terms that are initially beyond what you expect to achieve, it provides a buffer to make concessions while still reaching an outcome that satisfies your goals. This strategy also signals to the client that you value your offering highly and are serious about the negotiation. Just be sure your initial terms are within reason; proposing something unrealistic could undermine your credibility.

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Esteban Viera

Asesor de Planeación Financiera || Conoce la forma mas simple y segura de alcanzar tus objetivos financieros y de crear tu patrimonio || Contactame para ayudarte con una asesoría personalizada ||
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Como se sabe en la mesa de negociación el cliente siempre va a querer las mejores condiciones y va a querer descuentos. Es importante contar con una estrategia de hasta donde bajar, pero también contar con otra estrategia de hasta donde salir. A partir de esta reunion puede proceder presentar otra propuesta donde el posible que el cliente quiera suministrar equipos, o poner algo de la obra para ahorrarse el costo. Se tiene que revisar que tal factible son las opciones para no caer en descuentos que al final va a repercutir en los resultados financieros.

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Aran Brifkani

Director of Global Partnerships
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In my experience, aiming high in negotiations can set you up for success. By starting with ambitious terms, you create a cushion for compromise that still meets your goals. It shows you take your offerings seriously and respect their value. Just make sure your initial ask is credible, too high could seem unrealistic, but just right sets a strong foundation for a favorable deal. Negotiate wisely, starting from a position of strength but open to finding common ground.

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4 Leverage Time

Time can be a strategic ally or a formidable foe in negotiations. Understand the time sensitivities on both sides and use them to your advantage. If the client is under time pressure, they may be more willing to agree to improved terms for a quicker resolution. Conversely, if you're not in a rush, you can afford to be patient and wait for the client to make concessions. However, always maintain a sense of urgency to keep the negotiation moving forward.

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Jorge Arturo Arriaga

Specialist in tough negotiations | +7 years of experience in negotiations and market opening in Latin America, Europe, Asia, Africa | I will help you to succeed in any type of negotiation.
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Time is a valuable resource in any negotiation, and knowing how to use it to your advantage can help you achieve better results. The more you know about the other party, their needs, and their goals, the better you can prepare for the negotiation. This will help you identify potential pressure points and develop persuasive arguments. Don't feel pressured to talk all the time. Sometimes, silence can be a powerful tool to persuade the other party. Remember that time is a strategic resource in negotiation, make sure you have enough time so that it is not used against you.

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Esteban Viera

Asesor de Planeación Financiera || Conoce la forma mas simple y segura de alcanzar tus objetivos financieros y de crear tu patrimonio || Contactame para ayudarte con una asesoría personalizada ||
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Es importante ver los tiempos, ver la forma de tomar ventaja de del factor tiempo. Normalmente al que se urge el proyecto es al cliente, también es importante que como empresa se tengan opciones, que otros clientes hay que atender, que mas se puede hacer. En todo proceso de cualquier proyecto hay tiempos de entrega de equipos y suministros de materiales, esto se debe establecer en los términos del contrato, además hay muchos factores, supongamos que al cliente le urge que se compren unos equipos, y si el cliente no los paga y se venden a alguien más, en este momento hay un problema, normalmente el responsable es el proveedor, aunque el cliente no haya dando el anticipo, que hacer?, ponerlo en las condiciones contractuales.

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5 Be Flexible

Flexibility can be a game-changer when securing better terms. Be willing to explore different options and alternatives that satisfy both parties' core interests. This might mean adjusting payment terms, delivery schedules, or scope of work. By showing a willingness to adapt, you signal to the client that you're committed to finding a mutually beneficial agreement, which can lead to them being more flexible in return.

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Avrati Raturi

Harvard Alumni Entrepreneurs Member| Filmmaker ???| Microsoft for startups | Growth Mindset
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Sometimes flexibility is the most important thing, because this is how we learn to explore different alternative options which may be beneficial

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6 Close Smart

Closing the negotiation effectively is as important as the negotiation itself. Summarize the agreed terms clearly and confirm mutual understanding. It's important to end on a positive note, ensuring all parties feel good about the deal. This not only solidifies the current terms but also lays the groundwork for a positive relationship and future negotiations. A smart close reinforces the value exchange and leaves the door open for ongoing business.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Muqsith Ahmadi (牧景)

Transsion Holding | Georgetown University
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Focus on the significant increase in value we can deliver to customers with the new terms and conditions and how these new terms will help them reach their KPI even faster

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Here's how you can secure improved terms and conditions when negotiating with clients.

1

2

3

4

5

6

7

1 Know Value

2 Listen First

3 Aim High

4 Leverage Time

5 Be Flexible

6 Close Smart

7 Here’s what else to consider

Negotiation

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Here's how you can secure improved terms and conditions when negotiating with clients.

1

2

3

4

5

6

7

1 Know Value

2 Listen First

3 Aim High

4 Leverage Time

5 Be Flexible

6 Close Smart

7 Here’s what else to consider

Negotiation

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