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How to Strike the Right Note in a Negotiation
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The 3 key qualities of negociation
- Clarity: on your objectives, on what you want and what you don'y want, what is acceptable and what not.
- Detachment: it’s about keeping emotions out of the process.
- Equilibrium: being able to maintain your equilibrium and be able to stay calm, clear and connected to what you’re trying to achieve.
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Successful Negotiation
The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.
But if you find yourself on...
Jet Lag
Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impeded due to jet lag or fatigue. Jet lag seriously impairs judgement.
Tip for the negotiator: Travel early and leave time for recuperation before meeting the other party. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet.
It's different over here
A dirty trick often used against people visiting other cultures.
The approach of "but we always do it this way over here" can be difficult to counter if you're not prepared for it.
Tip for the negotiator: If you suspect this approach in advance, have with you a local expert who knows the customs.
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Negotiation tactics
It's important to recognize when tactics are being used in an attempt to best you in a
10 tactics that strengthen your negotiation skills
- Left at the altar - This tactic often yields 11th-hour concessions.
- Making balloon futures - A service is forecasted to be worth more before it's performed.
- Calling a higher authority.
- Crunch time - Where the other party applies pressure.
- Bring in the dancer - Distracts by long talks without saying anything substantive to the issue at hand.
- Re-trading the deal - Other party tries to reopen points from a closed agreement.
- Huntley and Brinkley - Two people for the other party team up against you at the same time.
- Turning Soviet - Your side is not considered in the deal.
- The walkout - Deliberately walking out of a negotiation to show disinterest.
- Roaring brains - People that talk a lot with no real experience in a particular area.
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Get clear on your negotiation goals
There are 3 key questions you should ask yourself:
- What's the best possible outcome?
- What's your bottom line? This refers to the least...
Determine your core negotiation strategy (CNS)
It means finding the doorway that you want to enter the negotiation through. That could be the doorway of safety and liability or of value, the doorway of competition or of future business.
Understand your negotiation signature
That signature is the habitual way that you go about a negotiation. Understanding your default signature helps you know what you're working with.
Some people try to go in and beat the other person up on price. Other people are really intimidated, reticent, and afraid to ask for anything.