7 Negotiation Techniques That Will Get You Better Deals
:: By Nick Rojas, @NickARojas ::
Today’s business world is all about negotiation. The subject of business discussion can be as small as getting an extra day off or as big as a merger of two international corporations.
The truth is that no matter how small or how large it is, negotiation can either make or break one’s plans.That is why mastering the art of negotiation should be a priority for anyone who wants to succeed in the tough business world. With this in mind, we created this list of seven negotiation techniques that can turn anyone into a negotiation guru.
Getting armed with facts
The more facts a person keeps in mind, the more chances he or she has to win. Facts make people feel and sound more confident. And, the truth is that no one likes it when opponents choose to plow the sand. That is why operating with proven information can make one’s speech sound concrete, accurate, and hard to argue about. So far, facts are the best negotiation weapons of all the time.
Defining the desired outcomes
When a person knows for sure what exactly he or she is looking for, it gets much easier to get it. That is why the best negotiators always know what exactly they want to achieve long before getting involved in the actual process of negotiations. This simple technique helps negotiators keep focused on what they came for no matter how complicated the process of discussion can be.
Putting information in the right way
The secret of successful negotiation is about presenting any kind of information in a form that looks appealing to an opponent. To put it differently, the same decision can sound either as a totally acceptable option or a completely inappropriate one. It is safe to say that the art of negotiations is about making an opposition believe that the outcome you fight for is actually advantageous for both parties.
Developing a mind map
In some way, negotiations are very close to playing chess. It gets a lot of attention, logic, and strategic thinking to become a winner. That is why having a plan can be so helpful. Experts claim that there are certain questions negotiators should ask themselves before getting involved in the actual process of negotiations. The goal of these questions is to define the least acceptable options, the most desired outcomes, as well as the interests of both parties.
Striving for the win-win outcome
It may be hard to believe but the majority of negotiations can end in a positive way for both parties. Of course, someone is going to get a bigger piece of cake, but it does not mean that another one is going to be left without a dessert. In fact, the best negotiations are those with a win-win scenario, and the goal of both sides is to find that golden mean that leaves everyone happy and satisfied.
Becoming better listeners
While most of the people believe that negotiations are all about talking, the truth is that it is just as much about listening. When both sides not only hear but also understand each other, the process of negotiations becomes significantly more efficient. As a result, both sides become more likely to get what they are looking for.
Setting the deadline
No one likes to be a part of a never-ending discussion. That is why one of the best practices of negotiations is to set a clear deadline for a decision to be made. Not only it helps to close the deal faster, it also makes both parties be more straight and clear about the conditions they are going to accept.
To sum things up, the most critical part of becoming a good negotiator is to change the current perception of this process. Instead of seeing negotiation as a fight or a contest, it is much more effective to consider it a joint problem-solving. Such a positive shift of thinking has never hurt nobody, which means no risks involved.
Nick Rojas is a business consultant and writer who lives in Los Angeles. He has consulted small and medium-sized enterprises for over 20 years. He has contributed articles to Visual.ly, Entrepreneur and other leading industry publications. You can follow him on Twitter @NickARojas, or you can reach him at [email protected].