Today I woke up wanting to teach some tips on how so I decided to create this article with several negotiation techniques that you can start applying today and above with some examples for you to have fun.
Do you like the idea?Excellent!!! Then you will love this article.
As always, the subject of learning how to negotiate is a subject that does not tire and is useful in many aspects of our lives.
Next I am going to mention 10 tips on how to negotiate a text that I had saved on my computer for a long time. By the way, I have not been able to find the origin or author of it, if someone knows, let me know so I add it to the sources.
Now, without further ado …Table of contents [ Show ]
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What is to negotiate?
Negotiating is what happens when two parties have conflicting interests but also have a zone of mutual convenience where the difference can be resolved in the best possible way.
What negotiation tactics are there?
When it comes to trading, there are 3 different types of tactics that can be used:
1. Obstructive tactics
This type of tactic is intended to resist arguments and pressure from the other party.
In a way, negotiating is trying to find a balance point between 2 parties, but many times it is difficult to try to leave the most powerful position.
In this case, what is sought is to refute everything that the other party intends to achieve victory in the negotiation by obtaining greater benefits for us and less for the other party.
2. Offensive tactics
An attempt is made to pressure or intimidate the other party by offering a way out through the proposed settlement.
In this case, different types of pressure are used in a certain way, trying to make the other party give in to our proposal.
Suppose you want to negotiate with a business owner. At the moment of meeting you fall with 5 people: 2 lawyers, an accountant, a psychologist and a person who analyzes the negotiation, all dressed in black suits and the faces of bad dogs
Instead the other person is alone, dressed casually and not well prepared.
This is an example of intimidation that does not use physical or verbal violence, but nevertheless the other party will feel in a lesser position and you will surely end up winning the negotiation.
3. Deceptive tactics
They are what we usually call “Negotiation Tricks . ”
They are small traps that seek to project a wrong vision of things onto the other party.
Obviously this form of negotiation is highly risky and not recommended, except for experts in the field.
In turn, this type of negotiation, if discovered, can leave you in a bad way and labeled as a “not recommended” person.
You can use these types of tactics when negotiating and guide them in the way you see fit, but always keep in mind that the negotiation is trying to achieve a convenience between the 2 parties.
What types of negotiation gulf email list are there?
There are 2 types of negotiation that will precisely define the entire process of this activity.
Based on taking positions.
A part that obtains what it wants or more and another that therefore obtains less.
Here you can see the Winner – Loser relationship, in which one of the parties ends up getting their interests and the other does not.Usually this type of negotiation makes the losing party never want to negotiate with the winning party again, either because they know they will always lose or they do not feel comfortable negotiating with you.
Based on the interests of the 2 parties.
In this type of negotiation, the aim is for the 2 parties to come as close as possible to their interests.
It seeks to create a warm negotiation environment and a relationship between the 2 parties for future negotiations.
Obviously this type of negotiation is advisable but it always depends on our situation of power, preparation, capacity and others.
What types of negotiators are there?
Obviously in any negotiation process there will be different styles of negotiation, they are:
1. Soft Negotiator
He wants to avoid conflict at all costs and to do so he makes concessions.
You are regularly disappointed that the other party takes advantage of the situation.
Obviously it is neither good nor bad to be a soft negotiator (I will explain why this later), it all depends on our strategy.
2. Hard Negotiator
Consider that adopting the most extreme situations and taking them to the end will give you victory.
This negotiator obviously tries to achieve the best benefit for his part at all costs and the other party to leave as a result lower objectives than he wants.
3. Interest Negotiator
This position reflects what each person is really looking for or rather what they are interested in obtaining or resolving from the conflict.
This type of negotiator tries to ensure that the process runs smoothly and that the 2 parties get as close as possible to the objectives they expected for the end.
What stages of negotiation are there?
This is one of the keys to negotiation since we must precisely know where we are standing.
If, for example, you raise your objectives at the end, you are making a mistake, because you are negotiating first the objectives of the other party and in the end you will defend yours.
In this case, if the other party does not believe your objectives are correct, they may get offended or simply finish negotiating there and never speak to you again.
Initial phaseIn this phase you should try to make everything you do and say go in the direction of reinforcing your position, supporting your interests and presenting an image of coherence, solidity and trust.
You practically say what you want, why, how, when and all the necessary reasons to show your counterpart your interest in reaching a “certain goal.coring or Recognition Phase
In this phase, the first signs of mistrust and suspicion usually appear, as well as the first attitudes of pigeonhole and rejection.
Precisely each part exposes its interest and doubts begin, oppositions and it begins to see what each part wants and its due explanations.
It is closely linked to the Initial Phase
This is the central and most difficult part of the negotiation process and presents 3 characteristic points.
On the one hand, an attempt is made to bring the final agreement as close as possible to our position.
On the other hand , arguments are used that reinforce and support our theses and others that weaken the force of the contrary theses.
Finally , suggestion , persuasion or deterrence is used to convince the other party or take it to where we want.
Partial Proposals and Exchange
The first exchanges take place in which the parties make some assignments in exchange for others, thus obtaining the first partial agreements.
The sum of partial agreements is increasing the set of points in common and creating a collective spirit that favors the entry and positive outcome of the final agreement.
In a way, the first steps are being achieved jointly, trying to reach as much as possible the objectives that one has set.
It is necessary to recognize how far you can go so as not to lose or remove too much.
The Proposals and Final ExchangeThis phase of the negotiation is the final one.
In it, the parties concentrate as much as possible on the most difficult aspects.
Positions are approached and global proposals and solutions are sought; differences are filed, distances are reduced and a total and definitive agreement is sought.
Already in this process the negotiation is almost finished.
The parties have gone as far as they want or can and everything is being reviewed to see that nothing was missed.
The details are also being polished so that no mistakes are made.
Agreement or Closing
Phase of materialization and formation of the agreement.
It is usually arrived at as a logical and natural result of a process in which both parties seek an agreement.
If you need any verification, verification or final authorization, you should ask for a time and make sure, since haste is one of the enemies of a good agreement.
Don’t forget that pressure or haste can make us make fatal mistakes.
The answer to this question is yes and no . If when we have a good basis in negotiation or we have to meet with another person, one by one. But in other types of negotiations it is good to have a team, including lawyers, accountants, psychologists, body language experts, project leader, etc.
For example, by having a team, while we are simply the leaders of the project and we are quietly evaluating everything, we can have the soft negotiator who calms the other party a bit, another hard negotiator who manages that we do not lose much and so on.bviously a person can be 2 things at the same time , for example, you can be the soft negotiator and the project leader and a friend the hard negotiator and the accountant. But there are certain combinations that you cannot, for example that you are the soft negotiator and the hard one at the same time. So always keep in mind to have a good team, combined or not, but efficient.
Many times you will find a very strong team on the other side and if you are not prepared, you will lose the negotiation.
10 TIPS ON HOW TO BARGAIN BETTER
1. TRY TO NEGOTIATE
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Negotiate , courtesy of ShutterStock
Successful negotiators know one thing well:
EVERYTHING IS NEGOTIABLE!
This means you must not accept anything that is imposed on you, you must question everything.
On a practical level, this means trying to negotiate the value of a fine, a hotel fee, or the price of an air ticket. Of course, you cannot negotiate if you are not willing to verify the veracity and firmness of your opponents’ points of view.
You have to be assertive.
And this means not accepting “NO” as a first answer.
Start practicing a pose, where you can express your feelings without anxiety or anger. Ask people for what you want in a friendly, non-threatening way.
You will see that there is a big difference between being assertive and aggressive. And you are assertive when you take care of your own interests and speak your mind, with good manners.
The next one of the tips on how to negotiate has to do with knowing how to LISTEN.
Negotiators are like detectives: they ask questions and then keep quiet.
Most of the time, your opponent is going to tell you everything you need to know if you know how to stay quiet in a timely manner.
In reality, many conflicts could be resolved if negotiators listened better.
The big problem is that we were never trained to listen, but to speak. We have a great anxiety to express our points of view, and we cannot concentrate on what our opponent is saying to us.
You doubt it? So I dare you to take a test.
In your next negotiation , see how long you manage to be silent, without thinking about your answers and without interrupting the interlocutor … You will surely be surprised!
WHOEVER TALKS MORE GIVES MORE INFORMATION.
As a basic rule of thumb, never forget the famous Pareto theory: Talk 20% of the time and listen to others 80%. Ask plenty of open-ended questions, those that cannot be answered with a simple “YES” or “NO”.
Case: “This memory came to me as a gift”
Some time ago I contacted a person to buy a storage memory for my smartphone. The price of said memory was around $ 15, I contacted the seller, we agreed on the meeting place and I got ready to wait for him.
On the agreed day, the seller arrives at my office and between talk and chat I ask him some technical questions from memory (I already had about $ 45 / $ 50 in my wallet to practice a bit of negotiation if an opportunity arose)
And the opportunity to negotiate presented itself …
At one point in the talk, the young man told me that he took advantage of a promotion and received cell phones with 128Mb memories as a gift. I quickly drew up accounts. If a 32MB is $ 15, a 64 should be $ 30 and a 128MB should be $ 60. But the most important thing is that he knew that that 128MB memory, although the boy sold it for $ 1, he already had a profit because he had obtained it as a GIFT.
So I told him “I’ll buy it”, I open my wallet and start to count the money, I show him $ 30, I pretend to be the one who searched for the money and it reached $ 45 … and again I return to interest in the 32MB, to ask him to believe that I was going backwards.
At this point, the seller knew that at most for the 32MB memory he would earn $ 10, but for the 128MB he would get the $ 45 clean … and $ 45 is better than $ 10.
So a simple sentence helped a lot, because he knew that memory had not cost him anything, he had no reason to base a very high price. It was better for him to sell me the 128MB memory and it would be better for me to buy that same one at a bargain price with the money I had in hand.
3. PLAN THE NEGOTIATION
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Plan , courtesy of ShutterStock
The following of the negotiation tips is very simple, but practical.
NEVER GO INTO A NEGOTIATION WITHOUT STUDYING THE LESSON AT HOME.
There is a lot of background that you need to discover before starting the negotiation.
In this way, you will face more calmly and safely any negotiation that appears in your life.Case: “I’m going to close the store”
Several years ago I was visiting a fair in Buenos Aires (in those fairs that sell everything) while I was with a friend, we saw some very interesting t-shirts that we wanted to buy.
At that moment my friend told me that she wanted to buy 2 or 3 and I told her to wait before consulting, because she wanted to do a test.
As we had fallen late to the fair, some stalls were already closing and putting everything in the cars, but it was noticeable that this person had not had “many sales” and was anxiously waiting for someone to stop by his position to generate even some profit in the day.
So when we saw that he got up with an attitude of “Well, I’m going home, it’s been a bad day” we approached him and I asked him:
Me: How much are these shirts?
Saleswoman: $ 10 each
Me: Ok, what do you think if you leave me 5 T-shirts for $ 40 so I can take them right now, because I don’t have any more money at the moment (I show him my wallet) and he won’t give me time to go to my house, pick up money and back. Everything will be closed.
And the deal was closed instantly.
WHO ASKS FOR MORE, ACHIEVES MORE.
Remember that the person in charge of defending your interests is you.
In short, if you don’t ask for much, you won’t have a way to increase the offer.
In practice, the result will be different from the requested value… but downwards. The same reasoning applies if you are buying.
In all negotiations there is a margin of minus 10%, which will be left with whoever is more daring in asking for a lot or offering little. But remember to use this negotiation technique with caution, especially if you plan to have a long-term relationship with the other partyCase: “Give me 6 tequilas”
Years ago in a nightclub in Buenos Aires with my friends, I went to the bar because for a friend’s birthday, we were all going to have a shot of tequila (We were 6 people in the group)
The person who was serving at the bar told me that the tequila was only $ 5, so 6 tequilas for $ 5 made a total of $ 30.
I stare at the waitress and playfully say:
“Today I am happy, we are celebrating a birthday to a great friend, give me 6 tequilas” After mentioning this I put $ 20 on the table. Or obviously the girl tells me that 6 tequilas were $ 30. At that moment I pretend to be looking for money in my pockets, I manage to find a $ 5 bill and in a playful tone again, I tell him:
“Please help me!!! I am inviting everyone, let me have each tequila for $ 4 so I look good with my group. Total, surely after the first one we will want more ”
That night… there was tequilazo !!!
It’s a simple, silly example, but it helped me get a little discount. Obviously the acting part helps, but it’s always good to try.
5. JUSTIFY YOUR OFFER
tips for negotiating 5
Negotiate , courtesy of ShutterStock
Offering little or asking for a lot doesn’t work if you don’t know how to justify your position.You have to discover ways to show the value of the solution you are proposing, making your proposal or solution different.
And this is key among the tips on how to negotiate.
Knowing how to differentiate yourself means achieving higher values.
A clear example is mineral water. There are from inexpensive bottles, to bottles that are worth fortune. But after all, aren’t they all spring water? The secret is to know how to sell and differentiate them.
Case: Let’s go back to t-shirts
Picking up the first story I told in this article on tips on how to trade, there is a phrase that clearly justified my offer:
Me: Ok, what do you think if you leave me 5 T-shirts for $ 40 so I can take them right now, because I don’t have any more money at the moment (I show him my wallet) and he won’t give me time to go to my house, collect money and return. Everything will be closed.
n a certain way I was communicating my need to have the shirts, I knew that this person wanted to sell something because of his situation and in passing I justified the fact that he lived very far away and did not get to look for money at my house, to return.
.BE PATIENT WHEN NEGOTIATING
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Patience , courtesy of ShutterStock
Usually we like to solve everything very quickly.
With the stress of day to day, our patience is much shorter. Computers seem slow, a commercial on television is endless, a traffic light sticks forever – everything takes a long time.
In a negotiation process, then, whoever manages to wait, usually achieves better results.
If the other side is in a hurry and you can take as much time as necessary, your advantage is quite large.With good planning, you won’t have to fight the clock in your next negotiation. You just need patience and time to negotiate well.
Case: “Negotiation with Chinese businessmen”
This is a very common example and if I remember correctly it happened in Argentina.
A company had to negotiate with Chinese businessmen, and as you well know, some companies have “special” employees for these situations.
These employees ensure that during the other party’s stay, make that time as entertaining as possible, full of tours and walks both day and night.
The upshot of all this was that they had the Chinese businessmen hanging around and constantly kicking the meeting for so long that the deal ended up being closed on the way to the airport in the outbound car. Obviously the Chinese businessmen could not return empty-handed after a week, much less explain that that week they spent it from spree to spree. That is why the “patient” company ended up obtaining a much better result and although the Chinese did not return to their country empty-handed, they returned with a very bad negotiation and with memories of all the revelries they had here in Buenos Aires.