Website design By BotEap.comExperience has shown that some of the typical approaches to negotiation are very clever … or quite the opposite. Here are ten of the most common, starting with the smart ones.

Website design By BotEap.comScake positively with compliments

Website design By BotEap.comSmart negotiators realize that the atmosphere they create will have an impact on the perception and behavior of the other. Make it clear that your intention is to find the best deal for both of you. Rather than positioning yourself as competitors, consider yourself partners working together to solve your mutual problem. Just as a mountaineer needs a partner to reach the highest peak, you need each other to achieve the best mutually beneficial agreement.

Website design By BotEap.comIf you can include an appropriate compliment, it will not only speed up your rapport building, but it will also introduce positive labeling. It’s also been shown that by positively labeling someone, you can influence them to act that way. So if, for example, you compliment them on being so understanding, it might make them try to be more understanding!

Website design By BotEap.comSUBWAYMake them aware of your preparation

Website design By BotEap.comYour preparation is often the most important work you do in a negotiation. Thorough preparation gives you the basis to bid with confidence and the leverage to unsettle the other side.

Website design By BotEap.comIf you know something they don’t know you know, use it ahead of time. Some negotiators will retain this information, saving it as “ammunition” to use if the other party becomes difficult. You will get better results if you disclose this information in advance, before the offers are put on the table. Doing this surprises the other side, making him doubt the quality of his preparation. If I can compromise your confidence in your preparation, I cast doubt on the validity of your offer that was based on that preparation.

Website design By BotEap.comTOsk Your opinion before bidding

Website design By BotEap.comMost negotiators can only determine the other party’s reaction to your offer after they have put it on the table. Once an offer is made, it cannot be withdrawn. Smart negotiators do their best to test each other’s opinion before any offer is made. They create a conversation in which neither party is engaged, only sharing ideas and reactions to better understand the interests and priorities of others. They can use a line like, “I’m not seeing any commitments yet, but how would you feel if we put this with this in a package that includes …”

Website design By BotEap.comOnce either party puts an offer on the table, the negotiation begins and the exchange of information stops. Therefore, you should obtain as much information as possible before you start trading.

Website design By BotEap.comRrefer to the authority and influence of others

Website design By BotEap.comIt is unrealistic to expect someone in a negotiation to accept the other party’s figures, so you need to find an authoritative source that both of you can agree on.

Website design By BotEap.comIf I try to change the way you think in a negotiation by confronting your ideas, it is likely that you will become more ingrained in your ideas as you argue against me. It has been shown that I can influence your thinking by pointing out the actions of other people whom you consider similar to you. Identifying such benchmarks is part of preparing a smart negotiator.

Website design By BotEap.comTie-together a package with the maximum perceived value

Website design By BotEap.comIt is practically impossible to negotiate a win-win outcome on a single issue. Use your preparation and non-committal discussions with them early in the negotiation to create an integrated package with maximum perceived value; Remember that something that has high perceived value to them might actually cost you very little.

Website design By BotEap.comOn the contrary, there are many stupid negotiation behaviors.

Website design By BotEap.comStart aggressively with criticism

Website design By BotEap.comSome negotiators start with the thought, “I’m going to show you how tough I am.” Research has shown that when I perceive you as competitive, I become more competitive, less likely to share information with you, and less flexible with my offers. Not a smart way to start!

Website design By BotEap.comTYou can your offer in advance

Website design By BotEap.comGoing too fast to negotiate will limit your chances of finding the maximum possible value for a deal.

Website design By BotEap.comORndermine your offer and / or authority

Website design By BotEap.comIt’s okay to question your offer, but if you decline or decline, you’ll only get a negative response.

Website design By BotEap.comPput your cards close to your chest

Website design By BotEap.comThis is negotiation, not poker! Failure to share information (which in no way could have compromised either position) is one of the main reasons for bad deals.

Website design By BotEap.comIrite them: to do or say something they regret

Website design By BotEap.comHe only works with very inexperienced negotiators.

Website design By BotEap.comDemand responds after leaning them in a corner

Website design By BotEap.comWell then you have overcome them with your clever ‘tricks’. Now you have someone who is resentful of you and you have to work with him so that this deal creates value.

Website design By BotEap.comWhen negotiating, you have options … choose the smart ones!