By Alan Graner
Let’s face it: most of us aren’t great negotiators. Yet it’s a skill we need to get the best deal possible, whether it’s a raise or a $20 million contract. There are tons of books on how to negotiate successfully. In case you don’t have time to read them all, here are some useful tips.
- Practice being an active listener. This is a key skill that involves your posture, facial expressions and head movements.
- Ask open-ended questions such as “Why do you think this price is too high?” to find their real objectives.
- Be confident you’re the best option.
7 Negotiation Techniques That’ll Boost Your Power at the Bargaining Table
- Be willing to walk away if the deal doesn’t satisfy your requirements.
- Feign indifference but don’t be indifferent. Never let the other side know how much you want or need to make the deal; otherwise, you give them the advantage.
- Find what motivates the other party and use it.
- Let them know the consequences of delay.
Secrets of a Master Negotiator
- Know your walkaway—a combination of price, terms and deliverables that represents the least you’ll accept.
- Increase the number of variables. The more options you offer, the better your chances of closing the deal.
- Avoid take-it-or-leave-it situations and keep negotiations going long enough to find a workable deal.
- Don’t focus on price, build value into it by focusing on variables where the customer’s interests and yours have more in common.
- When under attack, don’t counter-attack. Instead, listen and discover the real underlying problem.
- Save the hardest issues for last.
Negotiating with a Customer You Can’t Afford to Lose
- Don’t say yes to a proposal the first time you hear it.
- Don’t be the first to name a price.
- Deal only with decision makers.
- Control your emotions and temper.
- Don’t be afraid to say no.
- Seek win-win outcomes.
- Don’t be intimidated.
9 Powerful Ways to Get the Most Out of Every Negotiation
What negotiation tactics work best for you?
Alan Graner is Chief Creative Officer at Daly-Swartz Public Relations, an Orange County, CA business public relations and marketing content firm. For content that makes you stick out from the crowd, email Jeffrey Swartz at firstname.lastname@example.org. Or visit www.dsprel.com.