Secrets to Negotiating Success
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# 34 "Offer to Meet at Their Place"
You may think that you would be better off if the negotiation were conducted on your own turf. But the fact is, one of the smartest things you can do is to offer to meet at the other side's place, as this gives you distinct advantages. For starters, you have saved the other person from having to travel, which emphasizes your polite consideration for others, thus putting you in a positive 1ight. Right off the bat, they owe you for your effort. It's an easy way to get the other side to like and appreciate you. Secondly-and perhaps more importantly- meeting at their place can give you insight into what the other side is all about, and who they really are in terms of power and authority. If you see a small, windowless cubicle piled high with paper- work and no secretary, you won't be very intimidated dated by the other person 's projection of power. But, if the person with whom you'll be dealing leads you to the largest and most impressive office in the building - and it's his or hers, you'll be aware of how important he is in the organization. Of course, you may go to the other side's place and be put in a conference room instead, thus denying you the opportunity to check out his office. If this happens, you still have the opportunity to check out the office building and get a sense of the size and priorities of the company itself. For example, if it's an expensive architectural master- piece, it will be clear that you are dealing with a profitable, image-conscious company, which will help you to anticipate what their needs and issues might be. This is not to say that you shouldn't meet at your own place. However, that option is recommended only if you're confident that it will impress the other side and you want to dominate them with a display of your power and authority. |
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