October 9, 2016
Experienced negotiators are a hard thing to find these days. Although it’s not easy to become a professional negotiator since it requires knowledge and experience, anyone can be a better negotiator in every field of our lives. You must adapt some rules to succeed.
Remember, negotiating is not a contest but rather negotiate to win-win and above all, never negotiate by email.
Do not try to be pleasant. It’s true that most people want to be friendly and popular, but this is not appropriate in the negotiation process. During the negotiations, you will have to say “No” many times and displease your “opponent.” If you can’t accept that, then let someone else do that job.
Stay focused. Chit chat is the last thing you need. Remain on your primary goals you have set and do not let the conversation go beyond that. Don’t be the one who talks more. The more you talk, the more your opponent will know.
Be prepared before the procedure by learning everything for the other side, their financial status, older negotiation results, other deals they have done, the arguments you expect they could develop.
Where the negotiations take place is critical. There is a debate on that. Some people believe that negotiating in your base will make you feel better and more comfortable during the process. Some other think that negotiating in your “opponent’s” base can provide you valuable information and what can you expect. The third view specifies the need of a neutral place. All could be right or wrong.
Go for the higher offer. If you plan to sell your house for $100.000, you will not start the offer from 100.000$. You have to start from more. In that way, you will have more space for shifts. You have to set these goals before the beginning of the negotiations.
Focus on your strong arguments and the other side’s weak arguments. Doing this, you will have the upper hand, and you will gain more in the outcome of the negotiation. Do not let happen the opposite! If not you will loose more than you expected in the first place.
Avoid the early concessions. Try to be the last who give up. You should expect your opponent negotiator to make the first move.
Don’t accept the first offer. The first offer is not the last, almost never. You will get a better one if you insist.
Try the “salami” tactic. Don’t ask for the whole thing but a tiny piece. Since there is not going to be an objection from the other side, then you can ask for another small piece. This tactic is popular in diplomacy between countries, but it can be adapted to individuals too.
Don’t be impatient. If the deal is crucial, be prepared for long and tiring negotiation process. If you are in a hurry to close it, you will have to give more to do that.
It’s not a personal matter. The other negotiator is a human too. There is no need to take it personally and get angry if it’s not going as you wanted to be. You can be a tough negotiator without being hostile.
Avoid the big lies. You won’t be believable. You can twist around, but lying will lead to a dead end.