The Fifteen Rules Every Negotiator Must Know
1. Remember,
everything is negotiable. Don’t narrow a negotiation down to
just one issue. Develop as many issues or negotiable deal points as
you can and then juggle in additional deal points if you and the
other party lock onto one issue.
2. Crystallize
your vision of the outcome. The counterpart who can
visualize the end result will most likely be the one who guides the
negotiation.
3. Prepare
in advance. Information is power. Obtain as much
information as possible beforehand to make sure you understand the
value of what you are negotiating. Remember, very few negotiations
begin when the counterparts arrive at the table.
4.
Ask questions. Clarify
information you do not understand. Determine both the implicit and
explicit needs of your counterpart.
5. Listen.
When you do a good job listening, you not only gain new ideas for
creating win/win outcomes but also make your counterpart feel cared
for and valued. This also allows you to find out what the other
party wants. If you assume that his or her wants and needs are the
same as yours, you will have the attitude that only one of you can
“win” the negotiation.
6.
Set a goal for each deal point.
Define your minimum level of acceptance for each goal. If you aren’t
clear on your goals, you will end up reacting to the propositions of
your counterpart.
7. Aim
your aspirations high. Your aspirations will likely be the
single most important factor in determining the outcome of the
negotiation. You can aim high just as easily as you can aim low.
8. Develop
options and strategies. Successful people are those who have
the greatest number of viable alternatives. Similarly, successful
negotiators are those who have the most strategies they can use to
turn their options into reality.
9. Think
like a dolphin. The dolphin is the only mammal who can swim
in a sea of sharks or in a sea of carp. Dolphins are able to adapt
their strategies and behaviors to their counterparts. Remember, even
when negotiating with a shark, you have an option--you can walk
away!
10. Be
honest and fair. In life, what goes around comes
around. The goal in creating win/win outcomes is to have both
counterparts feel that their needs and goals have been met, so that
they will be willing to come back to the table and negotiate again.
An atmosphere of trust reduces the time required to create win/win
outcomes.
11.
Never accept the first offer.
Often, the other party will make an offer that he or she thinks
you will refuse just to see how firm you are on key issues.
Chances are, if you don’t have to fight a little for what
you want, you won’t get the best deal.
12.
Deal from strength if you can.
If that’s not possible, at least create the
appearance of strength. If the other party thinks you have no reason
to compromise in your demands, he or she is less likely to ask you
to.
13.
Find out what the other party wants.
Concede slowly, and call a concession a concession. Giving in
too easily tells the other party that you will probably be open to
accepting even more concessions.
14.
Be cooperative and friendly.
Avoid being abrasive or combative, which often breaks down
negotiations.
15. Use
the power of competition. Someone who thinks it’s necessary
to compete for your business may be willing to give away more than
he or she originally intended. Sometimes just the threat of
competition is enough to encourage concessions. |
