| Never go into a negotiation
unless you have already decided when it will be time to walk
away. We are serious about this. People load up with facts and
arguments to support their positions, hoping to win the debate
and receive what they need. But the other side has their own
issues and opinions, and you can’t always be sure they
will see things your way. In the intense give and take that
is often a part of any negotiation, it is possible to end up
settling for something that doesn’t really help you at
all. So, know your bottom line; know when you would rather walk
away before you ever walk into the room. In our Negotiation
Training Seminars, we will teach you how to do this, along
with a lot of other powerful negotiation skills that will improve
your winning percentage.
How to beef up your negotiating game
Just as strong is the word we often use to describe good coffee,
tough is the word we often use to describe good negotiators.
There's a definite advantage to being known this way; it immediately
reduces your opponent's expectations. Some may soften, others
will try harder; but in this competitive world of business,
they will all respect you for not being a soft touch.
Toughness is partly about your game face, but it's also about
technique. When you're called on, or choose, to take the hard
line, here are some ways to strengthen
your game:
Don't talk too much. Be terse. The less you say, the less
you reveal about your own position. The less you say, the
more you can listen for weaknesses or opportunities.
Use
the power of silence—it tends to make the other
side uncomfortable. In fact, many would rather tell you where
the treasure is buried than tolerate these awkward moments.
Be stingy with your concessions. It can really grind your
opponents down. Make them work for their supper. They may
tire or skip dessert, the appetizer or even the main course
altogether.
If you must give, give just a little, and get something back
in return—even if it's their agreement to take an issue
off the table.
Be firm. No means no. As they say in the movies, "Resistance
is futile." If you don't want to give a point, make
your opponents feel like they just hit the wall. You will
not be perceived as a jerk, so long as you offer a plausible
explanation for your position.
Stake out issues that are
non-negotiable. This is classic. By framing an issue this
way, you make it twice as hard on the other side. Before you
even address their concern, they must first persuade you to
entertain it.
Don't care too much. Desire is the fulcrum at the bargaining
table. Persuading your opponents that their deal just
ain't that important is the ultimate attitude adjustment.They
will not pester you with unending demands if they sense you're
30 seconds away from blowing them off.
Keep things moving. Don't let your opponents backtrack on
you. Once an issue is settled, it's settled. Be supremely
efficient and businesslike. Your opponents must feel that
your time is precious and that you do not suffer fools at
all.
Play
to your advantage. If you've got more experience, make
sure your opponents know it. If you can crush them with your
card file, drop a few names. If you know your opponents are
in a hurry, take your time.
Stay focused. In detailed
negotiations, mental stamina is a tremendous asset. Victory
goes to the dogged. It's just like sports. Stay strong through
the finish. The last person standing at the bargaining table
is the one with the greatest power of concentration.
By Marc Diener
Boston
Negotations - Know Your Bottom Line
Negotation Quote
"Let us never negotiate out of fear, but let us never
fear to negotiate."
Suggesting Reading:
Getting to Yes: Negotiating
Agreement Without Giving In
by Roger Fisher
The Doha Round and Financial Services Negotations (AEI Studies
on Services Trade Negotiations)
by Sydney J. Key
Negotiation: Readings, Exercises, and Cases
by Roy J Lewicki, et al; Paperback
The Only Negotiating Guide You'll Ever Need : 101 Ways to
Win Every Time in Any Situation
by PETER B. STARK, JANE FLAHERTY
Negotiation: Readings, Exercises, and Cases
by Roy J Lewicki
The Art and Science of Negotiation
by Howard Raiffa
Strategic Negotiation : A Breakthrough Four-Step Process
for Effective Business Negotiation
by Max Bazerman
Bargaining for Advantage : Negotiation Strategies for Reasonable
People
by G. Richard Shell
Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
by Deborah M. Kolb
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