How to Win Negotiations

by Sonshi.com

Many people feel they have not yet mastered the fine art of negotiation. However we all do it everyday. Whether it be haggling on a price of a new car to convincing a potential client for new business to asking your boss for a raise, you're negotiating. Thus, it's important to read below some of what we have learned over the years.

1. If there is one thing to remember out of this entire article, negotiation is mostly about listening. We mean real listening. Understand where it is the other side is coming from. Then listen some more. People think if they talk well during negotiations, they will do well. Not so. In fact, smooth talking can actually be a turn off. Reminds people of used cars salesmen and hucksters. If you're always talking, how in the world can you find out what's most important to the other party? More on this next.
   
   
2. Negotiation is a lot of give and take. Zero in on the most important thing to the other party. Then figure out a way to give that to him but make sure you get what is most vital to you. Obviously, this sometimes isn't possible but such win-win situations have the potential to happen more often than not. The reason why we say "potential" is because not all negotiations are based on listening and understanding but on who can outwit who first.
   
   
3. Be human. Don't try be clever. In fact, don't display cleverness. Talk softly and be pleasant. You're trying to have him be on your side. Share your troubles and problems if need be. You're not trying to outsmart anyone here -- you're trying to obtain an amicable agreement with another person. When she realizes she is not going against a ruthless opponent but rather someone who's a real person, she'll drop her guard and work with you. Isn't that what you want in the first place?
   
   
4. If all possible, have the other side make the offer first. Typically, you'll be pleased to find the offer given is more than what you expected. Conversely, don't be afraid to display disappointment in the offer if it's not reasonable. People will low ball you on occasion but will quickly retract if they see the tactic doesn't work.
   
   
5. Do not be afraid to shop around. And say so. Competition is good to keep things honest. Just remember that your focus is on quality and not purely on price.
   
   
6. Before negotiating, have a clear objective. What is the minimum you're willing to take before breaking off talks? Without this goal in mind beforehand, it's likely you'll agree on something you'll regret later on. The negotiation process can often muddle your thinking and cause such results. If you have to, bring a notebook to keep track of your objectives. This tip can't be emphasized enough.
   
   
7. If time is of the essence to you, you are at a great disadvantage. Where you must obtain a resolution with the other party by a certain date, she may not be in such a rush. Because of this fact, she can walk away from the negotiation table causing you to give up something valuable just to reach an agreement. Therefore, make sure you're not constrained by time. Even if you are, do not display it.