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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
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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