Negotiation Techniques

Negotiation techniques, or where two fight there...both lose.

We generally associatenegotiation with big business, contracts fetching considerable sums of money, discussed behind the secret doors of the CEOs of large corporations. Of course, that's where such activities are carried out, but we do it far more often than we would think of negotiating at all. The truth is that negotiation accompanies us practically every step of the way in everyday life. During, for example, a recruitment interview for a job, setting the terms of a contract for your company, or even "haggling" over the price of tomatoes at the market, because they seem a little too expensive. The obvious answer to the question immediately imposes itself here: why do we negotiate at all? Because we want to get the best possible terms for the "deal" we are making. When we take part in a recruitment interview, the basics of negotiation can help us a lot. Get better financial terms in the job we are applying for? Sure! But not only that. If we manage to achieve our goal and negotiate a higher rate, we gain doubly: not only do we get a more attractive salary, but we also show that we know our worth and can appreciate our own competence and previous experience. However, almost every negotiating technique contains an element of "manipulation." In this guide we will describe those that we believe fall into the category of those ethical ones, consistent with the business standards we use.

The most important is preparation

Resistance and even fear of negotiating is something as natural as possible most natural. It stems from many factors, such as in a situation where we are when we negotiate with a landlord about the amount of rent, naturally, we hear the fear of refusal. It is important to realize that although the potential refusal itself is not very pleasant, it does not carry any further further negative consequences. To lower the stress level, before negotiating, it is necessary to prepare well for it. By answering two basic questions, namely: ''Why are you negotiating?" and "What goal do you want to achieve?" in a you will easily structure a plan of action for yourself. By structuring for yourself hierarchy of your own goals, will allow you to show which of them are for you priority, and in relation to which we can make some concessions. Remember that a successful negotiation is a win-win for both parties! Rule, that where two fight there...both lose, is an excellent method of to conduct negotiations as fruitful as possible and in a in a good atmosphere of respect for each party. So remember, successful negotiations, end with mutual benefit.

For a good start...

Vice

It consists in lowering the value of the offer presented to us, highlighting its shortcomings and showing dissatisfaction. It is also often called tightening the screw. It is based on forcing as many concessions as possible from the other side. In negotiations, this technique can take the form of a question to suggest that the other side change its offer to one more favorable to us: Is this offer all you can afford?

Brooklyn Optician

The technique involves gradually increasing the price while keeping a close eye on the opponent's reaction, or more accurately, breaking down the price into its components and presenting them only after the customer's decision. We dose the tension by presenting only the component parts of a given good or service.

Going further..

Inspector Columbo

Another interesting technique with which it is good to start negotiations is the Columbo technique. Any fan of the series about the inspector will immediately guess what it is about. At first, he pretends to be clumsy, disheveled, even a little silly. Such an impression is given only to cognitively mislead the person with whom we are negotiating. we "put to sleep" her alertness, only to approach her more easily right afterwards and put the cards on the table.

Dead Fish

This technique involves offering a party a demand to which he will react as if to...the smell of a dead fish. Of course, the counterparty will protest and not agree to the terms, after which...we propose (withdrawing the old) another, already appropriate solution from which it is already difficult to wriggle out of. This technique works great in the "proper" part of the negotiation and we can use it repeatedly.

Russian Front

As a complement to the "Dead Fish" technique, we can use the Russian Front technique. It consists in presenting our interlocutor with two options - both, let's put it, not very favorable. Naturally, our negotiating opponent will choose this "lesser evil," which is actually the option we had in mind all along. In addition, we will create the impression of choice - that is, of ourselves as a good negotiating partner.

The last round of negotiations...

Halfway

For this technique it is essential to master the art of compromise. But what is compromise really about? As Sam Rayburn, a man of legend and one-time Speaker of the House of Representatives, used to say: "If you want a good deal, you have to know how to compromise.". The essence of these words is that in order to get something you have to give up something else. This attitude makes it possible to work out common spaces for negotiation. In the technique under discussion, we also split our differences in half. In this way, each party obtains half of the area of, for example, the offer.

Reward in Paradise

In the situation of this negotiation technique, we have to deal with when the customer, in response to our offer, gives a proposal that is very favorable. A kind of "Reward in Paradise" is a promise that if we give the opponent what he wants, we will also be satisfied. However, this carries certain risks that are worth establishing at the outset, such as agreeing to give a discount to a specific order. Meanwhile, the negotiator, once he has received a large discount, suddenly starts reducing the size of his order. However, he still wants to keep the discount you gave him when discussing the larger purchase.

We have described only a few of the most common negotiation techniques, but we believe that these will effectively allow us to get the best possible terms for the offers, tenders, contracts, etc. that interest us. The best negotiation efficiency occurs when both parties are fully focused on entering into a business partnership. However, we should remember that regardless of the techniques used, nothing can replace common sense and thorough substantive preparation.