Every time you face the necessity to negotiate something you have to pull yourself together and forget all fears.
Book promotion is something you would need to do someday if you’re a newbie in this business, but not necessarily expert in the field.
How to start? Who can make the proposition first? How to get to know if the other party is going to leave negotiations?
How to end them correctly? Now you can relax and read our recommendations regarding this issue.
Morale and Attitude
Your morale makes 50% of success during negotiations.
If you’re afraid, nervous or concentrated on something else, you, most probably, will not sign the book contract. The other party will notice that you’re nervous or stressed.
Think about the worst case. If you can accept any result, then go for it! If you feel you can’t accept it, then you shouldn’t start negotiation at the moment.
It would be better if you ask someone else to represent you, arrange another date, better prepare yourself or search for other opportunities if you feel you can’t participate in negotiations.
Your psychological state and attitude are very important. If you’re confused, try to imagine the other party in a funny situation to gain confidence. Here are some don’ts:
• Don’t look at the other party through rose-tinted glasses.
• Don’t expect too much.
• Don’t be in a hurry.
• Be ready for any surprises. In this case, you will not be shocked when hearing something strange.
• Take your time. Gradually explain your goals and aspirations.
• If you will not accomplish it today, you can do it any time.
Your ability to reach goals is only limited by your mindset. As Henry Ford said: “If you think you can do something – you’re right, but if you think you can’t do something – you’re right as well”.
Preparation is the best way to acquire a desirable mindset and confidence before negotiating a book contract.
The place and the time of negotiations are not really important. The more important is that you and the other participant feel comfortable.
If you don’t feel comfortable, you should notify the other party. Negotiating in the office of the book promotion services shouldn’t make you scared or helpless.
If you feel confident there, then why not? Try to frame the situation – this will add confidence to you. The choice of the negotiation place is important, but your confidence is even more important.
The place and time you choose should favor positive negotiation outcomes.
Mind Human Element
It would be great if you can gather more information about the other party.
There are many ways to get to know each other better. You may choose an informal tone or prefer to communicate more formally.
Choose your own communication style that will help you find mutual interests or problems. You may complain about traffic jams or weather, pay a compliment to a watch, a dress or a suit.
There is only one rule you should follow here: be sincere. People feel dishonesty, insincerity, and false tone. So, don’t even try.
Think what the other party feels right now because they are just human as much as you are. They may be hungry, thirsty, angry or depressed, may have a headache, indigestion or family problems.
We’re all human, so develop your interpersonal skills to succeed. It’s more important to socialize with people than to know exactly how to market a book.
General conversation is a wonderful opportunity to attach a friendly tone to the debate.
People enjoy socializing – you can use it to reach your goals. According to write my dissertation, a small grain of humor, spontaneous tone, inexpensive gifts or witty remarks are very important to initiate cooperation.
How to Start
It’s essential to know in advance which questions you will discuss and in which order. It would be nice if you have an agenda and send it to the other party. This will help you stick to the topic if you deviated from it.
Sometimes you don’t know how much time will take to negotiate, but it would be better if you discuss it with the other party.
In some cases, the duration of negotiations depends on multiple circumstances. Another good idea is to divide the negotiation process into several parts.
If you received new information that can change the course of negotiations, it would be better if you take a short break to think it over.
According to persuasive writing, starting to solve simple issues is beneficial because both parties can easily reach agreements and have positive motivation to advance.
If you don’t agree with some items in the contract, try to notify the other party immediately. By postponing this moment, you can make harm in the following ways:
• You will not sign a contract;
• You will lose the trust of the other party and be forced to make an agreement offering fewer benefits to you;
• Your opponent may require compensation for the time or opportunity lost.
Try not to spend more than 15 minutes on the discussion of each point.
If you can’t reach an agreement during this time, leave it and switch to another issue. In this way, you can use your time more effectively. Don’t promise a lot before you get familiar with all contract terms.
Time Allocated for Negotiations
You should allocate enough time for negotiations and discuss the time frame with the other party because the lack of time may lead to the following negative consequences:
• bad contract conditions;
• inability to process information;
• decline in added value of the deal;
• neglect of important information;
• expression of false statements;
• lack of control over the emotional state;
• physical abuse;
• stereotyping towards each other;
• lack of options available;
• increased stress.
All these factors can damage the deal. So, plan your time together with the other party in advance.
If you realize that the time allocated for the deal isn’t enough to discuss all issues, don’t do it. Less is more.
The lack of time can be real or imaginary, internal or external. It can hamper the course of negotiations anyway.
If deadlines make you nervous, try to change the schedule or allocate more time for negotiations. You can also make a decision not to negotiate if you’re going through a stressful situation in your life.
If the other party tries to put pressure on you by setting deadlines, tell them you will not proceed to negotiate.
There is a tendency that the parties which don’t like each other don’t achieve great results during negotiations.
I mean poor interaction with each other in the form of threat, sarcasm, claims, complaints, attempts to devalue the other party, inability to communicate effectively, the absence of negotiations schedule and other mistakes related to the poor organizing of the process of negotiations.
Use: “How can I help you use this deal to improve your reputation?”
Instead of: “If we can’t reach an agreement, it will damage your reputation.”
Use: “What can I do to make our relations more trustworthy?”
Instead of: “I don’t trust you.”
Use: “You know, I called you. I’m keen to discuss several important issues with you!”
Instead of: “You don’t respond to my calls!”
You will only win if in an unfavorable situation you will stay polite.
Both parties should concentrate on future achievements and benefits. This will add positive motivation to negotiations.
Encourage the other party to talk and explain this position. It’s useful to bring someone you trust to participate in negotiations with you.
This person can initiate a break if they notice that something goes wrong or remind to keep to the subject of discussion once you deviated.
How to Disclose Information
The majority of negotiators don’t like to disclose a lot of information to the other party.
I would recommend doing the following: disclose information that can move you a step forward and don’t speak about things that can postpone reaching your goal.
For example, don’t show the other party that it’s important for you if they start to promote your book.
Use: “I’m interested to promote my book with the help of your agency.”
Instead of: “I’m very much impressed by your ability to successfully promote books!”
If you don’t want to disclose information, you may use the following formulation: “I don’t feel like answering this question.”
Use: “Will you charge me more if you know I don’t have other options?”
It’s a little bit rude, but if the other party tries to play this game, let them know you understand it.
List of Book Marketing Agencies
We picked up several top book marketing agencies operating in the USA. We hope that these contacts will make your task much easier:
• Smith Publicity, New York
• Goldberg McDuffie Communications, New York, New York
• Ascot Media Group Inc., The Woodlands, Texas
• Kwittken + Company Worldwide, New York, New York
• Jane Wesman Public Relations, New York, New York
• Caplan Communications LLC, Rockville, Maryland
• Bernie Ilson Inc., New York, New York
• BJC Public Relations, Arizona
• Kahn Travel Communications, Rockville Centre, New York
• Global Communicators, Washington, District of Columbia
• Apples & Oranges Public RelationsNew York, New York
Here we offered several helpful advice that, supposedly, will make the process of negotiations run smoothly.
The main idea is that you should remain cool-headed and control your emotions not to damage a deal.
Also, try to understand the opinion of the other party and stay positive.
Negative attitude never did any good to anyone.