Negotiation is an art that works. Whether it’s to finalize a contract or convince a client, it’s imperative to know the basic negotiation techniques so that you are not thrown off by the first argument from your counterpart and to prevent the discussion from turning into a bargaining session that leaves you exhausted and without a signature!
1. Prepare to negotiate.
How? By setting clear, realistic, and precise goals. There’s no need to get sidetracked with broad themes and ready-made expressions. A good negotiation therefore requires careful preparation of the ground and the points that could be opposed to you. It is essential to know that these sticking points exist and not to engage in an ostrich policy, thus preparing an appropriate response so that they are no longer seen as a problem or an obstacle to negotiation.
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2. Know who you are talking to, who is in front of you.
Gather information about the person(s) involved, the company, its activities, how it is perceived, the relationship the person has with their employees, their habits, etc. Never meet them with your hands in your pockets. Have as clear a vision as possible of their personality, interests, but also their limits and constraints.
3. Structure your argument.
It must be structured and hierarchical. Its clarity often depends on the signing of an agreement. By being precise about your goals and having a deep understanding of your subject, you will convince your counterpart that their negotiation margin is very slim.
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4. Provide alternative solutions.
If your proposal does not catch your counterpart’s attention, it’s good to have alternative solutions up your sleeve that may be appreciated, but you must always make them admit that they are ultimately less interesting for both parties. Avoid making them feel like they are making a mistake. Guilt is never a good choice.
5. Know how to make concessions.
In fact, this comes down to having some leeway. This widespread business technique consists, in reality, of starting very high in your goals to reach the point you have set, while giving the impression that you have made concessions.
6. Be attentive.
Above all, do not try to convince your counterpart. We all have our own sensitivities, beliefs, fears, and values, and no one is obligated to share them. In a negotiation, it is therefore important to know that the counterpart will not necessarily agree with you. However, you must take the time to listen to them, without interrupting, to accept their arguments and to respect their positions. Without trying to convince them of the merits or value of your goals. It is only by adjusting your positions to theirs that you will reach an agreement with them. The goal is to agree on a specific point and not to convince them that they are wrong and you are right.
7. Be ready to negotiate.
Contrary to what one might think, negotiation, even when well conducted, aims to better serve the interests of both parties. Therefore, there are different levers to constantly adjust. If you make a concession, skillfully point it out to your counterpart so that they can also make one. The relationship must be balanced. A negotiation is about giving and taking.
8. Ignore ultimatums.
Some counterparts do not hesitate to put you against the wall; do not consider it. Many like to feel and place themselves in a position of strength. Let them believe they are, and do not make the same mistake as them.
9. Ask your counterpart if they are satisfied.
“Does this agreement work for you?” This is the question you can ask your counterpart at the end of the negotiation to gauge their feelings. You will immediately know if they are sincere or not in their response.
10. Be ready to walk away if the conditions are not profitable.
If all conditions are not met and you do not find yourself in the proposal made by your counterpart, be ready to stop negotiating. There is no need to force things out of pride. However, you can leave the door open for a new interview.
Tag: training in customer relations