Negotiation Techniques
15
Rules of Negotiation
Negotiation
is a process that can be learned. By following the 15 rules
outlined here--and practicing, practicing, practicing--you
can perfect your skills at with deals in which everyone wins.
- Remember,
everything is negotiable. Don’t narrow talks down to
just one issue.
- Crystallize
your vision of the outcome. The counterpart who can visualize
the end result will most likely be the one who guides the
conversation.
- Prepare
in advance. Information is power. Obtain as much information
as possible beforehand.
- Ask
questions. Clarify information you do not understand. Determine
both the implicit and explicit needs of your counterpart.
-
Listen. When you do a good job listening, you not only gain
new ideas for creating win/win outcomes but also make your
counterpart feel cared for and valued.
- Set
a goal for each deal point. Define your minimum level of
acceptance for each goal. If you aren’t clear on your
goals, you will end up reacting to the propositions of your
counterpart.
- Aim
your aspirations high. Your aspirations will likely be the
single most important factor in determining the outcome.
You can aim high just as easily as you can aim low.
- Develop
options and strategies. Successful people are those who
have the greatest number of viable alternatives. Similarly,
successful negotiators are those who have the most strategies
they can use to turn their options into reality.
-
Think like a dolphin. The dolphin is the only mammal who can
swim in a sea of sharks or in a sea of carp. Dolphins are
able to adapt their strategies and behaviors to their
counterparts.
-
Be honest and fair. In life, what goes around comes around.
-
Never accept the first offer. Often, the other party will
make an offer that he or she thinks you will refuse just to
see how firm you are on key issues.
-
Deal from strength if you can. If that’s not possible, at
least create the appearance of strength.
-
Find out what the other party wants. Concede slowly, and
call a concession a concession.
- Be
cooperative and friendly. Avoid being abrasive or combative,
which often breaks down talks.
- Use
the power of competition. Someone who thinks it’s necessary
to compete for your business may be willing to give away
more than he or she originally intended.
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