Negotiating is a process between two or more people which involves both sides of the party to problem solve and reach a harmonious conclusion which satisfies both sides. It is a practice used in multiple settings; this article will highlight the top 5 tricks you need to become a better negotiator.
1. Integrative Negotiating
Integrative negotiating refers to a ‘mixed’ type of negotiating, in other words, the negotiator does not have a fixed mindset on results. An integrative negotiator will look at both sides and will consider both sides fairly when addressing the problem. The main objective of an integrative negotiator is to facilitate mutual gains by reframing the problem.
2. Listing your priorities
Having a list of your priorities and ranking them is an effective way to negotiate. Furthermore, explaining the importance of each priority gives the impression that you know exactly what result you are after which only makes you look greater in the view of the opposing party. Sharing the list of priories with the other side also helps builds trust between both sides.
3. Come prepared with an alternative agreement
It is not always guaranteed that you will achieve your desired agreement during a negotiation. Hence why it is crucial that you come prepared with a backup agreement or a ‘plan B’ to fall back on. The business term for this is BATNA, which stands for “best alternative to a negotiating agreement”. It is best for you to have a backup to ensure that you don’t come out of a negotiation without any gain.
4. Recognise hardball tactics
Hardball tactics are a way for the opposing side to set a competitive tone during their negotiation. It is a method used by negotiators to gain an advantage and upper hand over the other side. These methods may also come across as a way to intimidate the opposition. To ensure that you are well prepared to face these hardball tactics is by recognising when these tactics are being used. An example of a hardball tactic may be a “take it or leave it” approach which indicates that the opposition is not willing to a concession.
Another example of hard-balling is when the opposition plays “good cop, bad cop”, where two sides of the same party will take opposing sides to gain trust. This is a slightly more complex and psychological approach to negotiation. It is critical to recognise when this method is being appropriated, to protect you from making an agreement with little gain.
5. Make the first offer
Although intimidating when it’s your first negotiation, making the first offer can help you achieve your desired negotiation result. This is because the first offer is used as an anchor. When the first offer is stated, it is difficult to scrap and change the scope of the negotiation. Both parties immediately start working around and analysing the initial offer stated. It is also important to recognise when this is being done to you. When the opposing side makes a completely unreasonable first offer, do not fall into the trap of believing there is no way for you to put down a new offer.
Do you have any special tricks that make you a good negotiator? Tell us in the comments below!
Add a Comment