Negotiation Tips for Newbies!
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. Some rules must be
adapted in order to succeed that.
Do not try to be pleasant. It's true that most people want to be
pleasant and popular but this is not appropriate in 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.
You have to be prepared before the procedure. Learn everything
for the other side, their financial status, older negotiation
results, other deals they have done, the arguments you expect
they could possibly develop. Where the negotiations take place?
This 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 for who he could be and what can you except. 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 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 on the other side's week
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 tiny 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 very important, be prepared
for long and tiring negotiation process. If you are in hurry to
close it you will have to give more in order to do that.
Do not accept no always as an answer. It's been proved that no
can be transformed to yes with the appropriate arguments. It's
not a personal matter. The other negotiator is a human too.
There is no need to take it personal 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 dead end.