Negotiation, like virtually every aspect of business, is an art. Here are some tips to help you fine-tune your skills.
Use questions to capture the other person’s attention.
Get information (“How much will it cost? When will it be delivered?”), and give information.
Start the other person thinking (Is what they are telling you adequate for your needs?).
Close the deal (“Do you want it delivered Wednesday or Thursday?”).
Don’t ask questions based on emotions, such as “Don’t you think that’s a ridiculous amount?” Language like this will only put the other person on the defensive.
Avoid using phrases with hidden meanings, such as “Let me be perfectly honest” (which implies you’ve been less than truthful up to that point). Also, listen for such statements from your opposer and try to discern their significance.
View negotiation as an ongoing process. It’s not necessarily over once the deal is signed.
Keep an open mind.
Don’t try to persuade your opposer that his or her views are wrong and need to be changed.
Present creative alternatives to meet your opposers’ needs. Unless their needs are satisfied, you’re not going to get your needs satisfied
Be cooperative. Cooperation leads to mutual problem-solving to achieve harmony.
Be competitive. Healthy competition, can eventually encourage both sides to agree.
Don’t try to manipulate or bully your opposer; it’s incompatible with the philosophy of negotiation, which is harmonious compromise.
Follow this sound advice and it should produce a situation where everybody wins. And, isn’t that your ultimate goal?
