Como você pode ajustar suas metas de negociação no meio do processo?

Flexibility is key. First, stay laser-focused on your core objectives, but don't be afraid to tweak the details based on real-time insights. Be a keen listener—sometimes the other side drops hints or concerns you can address on the spot. It's a delicate balance, so adaptability is your secret weapon. Pivot gracefully, like a pro, and remember, it's not about winning every point; it's about creating a win-win.

You should always have a clear picture of what you want out of a negotiation. With that being said, you are always assessing, listening and reviewing. The unknown is, "what do they really want?" In sales it isn't always clear, could be price, could be relationship or it could be they want to "win".

Your priorities shouldn't really change too much in a negotiation, however once you understand what they want, you may sway a bit.

It is not uncommon during a sales process that the goal post moves on original goals set or that additional information uncovered along the way changes the context and the feasibility of those goals within original budget. Having knowledge of product and process will allow for reasonable expectations to be set up front, it will also allow for explanation of challenges that may arise that could change timing, product, process, price or any combination of the above. If you can communicate clearly and thoroughly most people are reasonable and will be happy to cooperate to keep progressing towards the common goal; common pitfalls are poor communication skills or a lack of understanding in product or process that inhibits communication quality

Your objective will determine how these negotiations go. If you just want a quick sale, you will negotiate differently than if you are trying to build a long-term relationship. Personally, I treat every negotiation like a relationship, I never know when or where this person or company may pop back up in life. As you are pivoting and rethinking just remember the goal, and how does this help everyone.

Collaborate on Win-Win Solutions: When faced with the need to adjust negotiation goals, prioritize collaborative problem-solving. Engage in open discussions with the other party to identify mutually beneficial solutions. By fostering a spirit of collaboration, you can often uncover creative alternatives that address both parties' interests. This approach not only strengthens the negotiation process but also builds a foundation for future positive engagements.