The Guideline to Face the Table
“Make an offer that one cannot refuse”
Do you know what makes a great negotiator? Believe me when I said, it’s not all about the words. A good negotiation requires a certain level of sophistication and complex strategy, which includes the eloquence and full control of your gestures, facial expression, intonation, as well as attitude and mannerism before, during, and after the discussion. All of these variables can substantially affect the results of a negotiation.
Here are some basic principles I consider crucial to remember for every marketer to tackle this gruesome battle of mind.
Ask for More before You Settle
The universal rule that everyone knows about negotiation is always to “Ask above Expectation”. This is obvious, mind you that we, as human beings, tend to ask for more. It’s in our nature to go beyond our initial expectation when asking for something we desire. This rule especially helps when you’re in the middle of a negotiation, because well, clearly you can tremendously lessen the risk of losing more due to this ‘preemptive measurement’ that you’ve calculated beforehand.
Giving without Taking is a No-No
The term ‘I would do this if you do that’ is not to be taken granted for during negotiation. Negotiation, above all, is about compromise. It means whatever you give the other party must be something at least equivalent in terms of benefits and values to whatever you receive. Remember, giving in too much could potentially trigger further issues which might cost you more than an arm and leg to make it up.
Feel Free to Shrink
Still remember when I said a lot of factors can change the tides of a negotiation? Yes, even though it’s essential to stand your ground for as long as possible but sometimes things just don’t go your way. During this moment, showing a bit of ‘variation’ can actually help you stir the wind to your side and control the direction of the discussion.
For example, you can try flinching or exclaiming loudly when the opposite site is offering prices you find unreasonable. A simple sentence such as “How much do you say you want?” in a louder and stronger tone could intimidate and falter the other party’s confidence. And you know how it goes, once they feel anxious, you can easily gun them down until they rationalize their offer to suit you.
Put Yourselves in Their Shoes
One mistake that many still do during negotiation is losing control of their desire to succeed. The ultimate goal of a negotiation is to create a win-win situation, but losing focus because of personal ambition and agenda could most likely damage the discussion and lead to an unwanted conflict instead.
Spending extra time to do research of what the other party wants is the key to success. By putting yourselves in their shoes, you can easily predict their thoughts, reactions and actions throughout the negotiation process. After all, in order to get what you want, you need to know what the other party wants first.
Be Rigorous Yet Reasonable
One thing I definitely despise during a negotiation is when the other party being vague of what they want. A simple rejection without any follow-up and logical reasons is simply childish and disrespectful to the other party you’re negotiating with. Again, leave your personal agenda behind and focus on what the goal is. Refusal to waver because of personal opinions can lead to disagreement and often times, conflicts.
At the same time, stating your demand clearly is paramount to reach a desirable outcome for both sides. Be firm and stick to your guns while delivering your request can give you a boost of confidence which has proven to be extremely constructive in a successful negotiation.
Listen More, Speak Less
Acquiring information is the key to victory in negotiation but striking the balance between speaking and listening is undoubtedly hard. Understandably, you can gain more information by asking your opponent questions; however, knowing when to hold your tongue is equally important because you can gain information as well by listening to what others have to say. At such, avoiding “yes” and “no” questions is a clever way to access information without appearing too talkative. Be perceptive and ask ingenious questions to obtain valuable perspective that could benefit your situation.
Mastering the Art
All in all, polishing the art around the table is not something you can do just by reading articles or books. When dealing with people, elements such as articulate speech, politeness, cultures, languages, even appearances are all determining factors which can only be learnt through experiences.
Negotiation, in a way, is about having influence over people. While the goal of negotiation is most certainly getting what you want, but the fact is the best deals manage to incorporate terms and ideas from both parties. Still, if an agreement simply can’t be reached by the end of the negotiation, remember, never, under any circumstances, burn your bridges.
