Healthy negotiation skills make all the difference in a variety of relationships. Whether you realize it or not, you negotiate every single day. Sometimes you negotiate with yourself on what to wear or what to eat. It’s just a natural part of life. So why is it that people sometimes freeze up when important business or relationships are on the line?
Two steps comprise negotiations training. You must first become aware of the situations in which you can use negotiation skills to your advantage. You then use the training to help you negotiate. The training will become second nature to you if you take it seriously. Who wouldn't want to become a better negotiator for a healthier life? Consider these five tips.
1. Forget Settlements until the End
Don't go into negotiations trying to cut a deal right off the bat. How do you know what the other person is looking for? The best tactic involves getting to know the other side as well as you can. Make friends with them. Listen to their concerns and their desires. How can you help them?
Be as genuine and friendly as you can when you are getting to know someone. Refer back to what they said in previous statements often. Build rapport with them. You need to connect with people more during negotiations than at any other step in the process of the sale. Don't let a great opportunity pass you up because you tried to make a deal too quickly.
2. Discover Parameters
Your goal in negotiations training is to find out what the other person is willing to do. Are they looking to buy more than you originally thought? How much are they willing to pay? If you're buying from them, you must understand what they are trying to sell you. Consider the value of everything. You want to figure out what you can and can't offer to the other person.
You must use context clues to figure this out. Listen to what they're saying and what they're not saying. In your head you can eliminate some scenarios and develop others based on what they say. Do they seem like they're in a hurry? You might be able to get them to make more concessions. Be sure to use their body language for other signs of their intentions. These ideas work together to help you figure out the parameters of the negotiation at hand.
3. Let Them Offer First
As an extension of the second tip, you should convince the other side to make an offer first. By hearing an initial offer, you now know the parameters of the deal that you must work with. It's often said that the first person to make an offer loses the deal. Once the other side makes an offer, you get to critique it and make a good counter.
You might want to speed up negotiations by offering first, but don't do it. The other side will begin to poke and prod at your offer until they get what they want. Don't be the first side to make the offer. You might seem too eager to get finished with the negotiation and close the deal.
4. Understand Your Goals
You should head into every negotiation with a solid goal in mind. Figure out what you are able to offer ahead of time. You don't want to be unprofessional during the negotiation process. Scrambling to figure out your goals during the negotiation will allow the other side to take full advantage of your weak position.
If you don't have well-defined goals, then you won't be successful in negotiations. You don't want to engage in negotiations at a disadvantage. Clear goals help you remain confident in the negotiations training. And you won't make the mistake of giving the other side more than you want to. Define your goals long before your negotiations take place.
5. Wrap It Up
You have to know when the deal is complete. There will be a point where you can't add anything extra to the deal. If you let the discussion drag on too long, you could cause the deal to fall apart. Once you have accomplished your goals in the negotiation process, it's time to end the deal and close the discussion.
This is a large aspect of negotiations that people forget quite often. People let their confidence get away from them. You can't get too much from every negotiation. If you think you can do more business, then you can schedule another meeting with the other side in the future. You should let the current deal sit for a while so that both sides can evaluate what happened. You might be able to try for more negotiations at another time if the other side truly enjoys working with you.