How to Strike the Right Note in a Negotiation - Deepstash

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How to Strike the Right Note in a Negotiation

https://www.mindtools.com/blog/strike-right-note-negotiation/

mindtools.com

How to Strike the Right Note in a Negotiation
Unlike a lot of expert negotiators, Corey Kupfer doesn't believe in using persuasion techniques or clever wordplay when he enters into a negotiation. You won't find him mirroring his opponent's gestures to lull them into acquiescence, or inventing competing bidders to gain an advantage.

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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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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. 

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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.

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Negotiation tactics

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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.
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  • 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.

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.