Negotiation Tips, How To Win Business Deals
Prepare beforehand and seek a solution that works for all the parties involved aka “Win – Win”
Preparation
Decide what you think you want at 1st and what you would be prepared to accept. Work out your arguments and counter-arguments. These must all be plausible and justifiable when you are under pressure, however fanciful they may seem to be initially. Then think through what the person you are negotiating with is likely to want and what their arguments will be.
Construct your counter-arguments. Now stop and consider the situation again.
What is it that the other party really wants that could be provided with an absolutely un-dreamt of solution, which not only meets their and your immediate requirements but generates other unforeseen advantages too?
Coming to your negotiation with a “How may I support you?” attitude rather than one of “How can I get what I want?” will overcome many obstacles.
The Meeting
Lack of trust between parties slows negotiation and hardens attitudes and positions. Be completely honest in all interactions with your counterpart. Take time to use initial small talk to connect with them and create trust.
Use these conversations to listen to underlying concerns they may have that you had not appreciated previously. Next, you may have to state your position but ideally, ask them what they want first.
How you listen to them telegraphs to them whether you are interested in meeting their concerns and will determine how they listen to you and, to a certain extent, what they say to you.
State what you want.
It will now be apparent where you agree and where you disagree and this is where the real negotiation begins.
The Negotiation
Offer suggestions and compromise, and this is where being plausible pays off. Fantastic results are often achieved by being bold yet plausible, while keeping a straight face. But do be bold.
Toughness pays, often generating the opposite response from your counterpart as well as their respect. If you feel intimidated, remember that you have always a veto on anything you do not like.
Give away absolutely nothing for free, and if you do make concessions, preface them with “If”. State: “If you let me have that, I can give you this.”
The Discussion Bog
If you have connected with your counterpart and trust each other, you each may appreciate that you both are more interested in a Win-Win resolution than a Win-Lose deal.
Detach from the point of disagreement and, together, seek to view the situation from previously unconsidered perspectives. Brainstorm ideas to come up with an innovative solution. All new ideas start with a minority of one, so put them on the table, disgard nothing.
Always, seek a resolution which is Win-Win for all parties going forward.
Agree, Contract, Deliver
Strong delivery of your commitments will improve your next negotiation, for integrity is Key in negotiation. If you are straight with people, they will want to negotiate with you, and indeed against you.
If they feel they can count on you to deliver, they will be likely to be more relaxed during the negotiation. And if they know you are there to give, as well as to get, they will reciprocate to achieve an excellent outcome that will reflect well on them.
Remember, your word is your bond.
By Christopher Jones-Warner
Paul Ebeling, Editor
HeffX-LTN
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