Great Negotiators: How the Most Successful Negotiators Think and Behave


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Effective Communication

This is all about business. Preparation is Key Know about the party you're negotiating with so you can capitalize on your strengths and the party's weaknesses. If the other party is very experienced, that means he also has a history that could contain useful information. If possible, talk to business associates who have dealt with this person before. Many negotiators develop patterns and certain styles that you may be able to use to your advantage. If you are a buyer, make sure you are thoroughly familiar with the product or service that will be the subject of the negotiation.

If the other party senses you are weak on such details, you may be a prime target for a bluff or another technique designed to create anxiety and uncertainty. Psychology plays a crucial role in your ability to make the most of the other party's lack of preparation and anticipate their next move.

Most negotiators have a price target or goal in mind before they start. It should be based on realistic expectations considering all the constraints that will undoubtedly surface. These may include budget limits, direction from management, pressure to make sales goals, and a myriad of other external forces. During the course of the negotiation, the goal may change based on changes in scope and other unforeseen actions by either party.

While your ultimate goal should be realistic, this should not constrain your first offer or counteroffer. Before you start the negotiation, ensure that the other party is fully empowered to make binding commitments. You don't want to find yourself in a position where you believe you've struck a deal, only to discover that your agreement must be approved by someone higher in the chain of command. Have a Strategy There are basic principles that apply to every negotiation. The first offer is usually the most important and the benchmark by which all subsequent offers will be judged and compared.

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You'll never get what you don't ask for, so make your first offer bold and aggressive. The asking price is just that, and will typically include a pad or margin to give away during negotiations. You want to take all of that and hopefully more, so start lower than the seller expects. Don't worry about insulting the other party.

As long as your offer is not ridiculous, the other side will continue the negotiations in hopes of settling at a better number. As a buyer, do not disclose your budget or other limitations in your negotiating position. A favorite ploy of salesmen is to reshuffle the product specifications, schedule and other parameters in order to sell you an inferior product to fit your budget. You want the best product you can get for the money you have to spend, so employ an approach that maintains the possibility of spending less than you had originally planned. Always have something to give away without hurting your negotiating position.

If you're submitting a price proposal to a buyer, consider inserting decoys and red herrings for the other party to find. For example, if you are bidding a project, consider including some nice-to-have items that aren't critical to the success of the project. You could also include spare parts that may or may not be needed in the end.

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Emotion and the Art of Negotiation

If the buyer takes those items out to reduce the overall cost, you haven't lost anything but it may help the buyer reach his price target. Such distractions will help to divert the other party from attacking the meat of your proposal. Employing this strategy must be viewed in the context and in consideration of what other bidders may be doing. If you know that the only way to win the bid is to provide a barebones cost, then this strategy may not be appropriate.

Watch for clues such as body movement, speech patterns and reactions to what you say. Be prepared to suspend or cancel negotiations if you feel things are getting nowhere or the other party seems stuck in their position. Indicate your reluctance to continue under those conditions and make the other side wonder if you are ever coming back. If they are on the hook to cut a deal, they will feel the pressure to move.


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Be patient even if the other party isn't. This can be difficult for those with a passion for instant gratification, but the last thing you want is for the other party to think you're under the gun to finish quickly.

Effective Communication

From a contractual standpoint, a counteroffer automatically rejects all previous offers. Once an offer is made, you should expect an acceptance or rejection of your offer, or a counteroffer that keeps the negotiation open. If your offer is rejected and you are asked to submit a new and better offer, do not fall into that trap. That would be tantamount to negotiating with yourself, and you should never do this.

Find the Leverage In addition to exploiting the other party's weaknesses, concentrate on taking maximum advantage of your strengths. Specifications Publisher Routledge, Taylor and Francis. Customer Reviews. Write a review. See any care plans, options and policies that may be associated with this product. Email address.

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How Game Theory Solves Tough Negotiations: Corporate Tax Cuts, Nuclear War, and Parenting

Get to Know Us. Customer Service. In The Spotlight. Shop Our Brands. All Rights Reserved. Active listening involves the ability to read body language as well as verbal communication. It is important to listen to the other party to find areas for compromise during the meeting. Instead of spending the bulk of the time in negotiation expounding the virtues of his viewpoint, the skilled negotiator will spend more time listening to the other party. It is vital that a negotiator have the ability to keep his emotions in check during the negotiation.

While a negotiation on contentious issues can be frustrating, allowing emotions to take control during the meeting can lead to unfavorable results.

Emotion and the Art of Negotiation

For example, a manager frustrated with the lack of progress during a salary negotiation may concede more than is acceptable to the organization in an attempt to end the frustration. On the other hand, employees negotiating a pay raise may become too emotionally involved to accept a compromise with management and take an all or nothing approach, which breaks down the communication between the two parties. Negotiators must have the ability to communicate clearly and effectively to the other side during the negotiation. Misunderstandings can occur if the negotiator does not state his case clearly.

During a bargaining meeting, an effective negotiator must have the skills to state his desired outcome as well as his reasoning. Negotiation is not necessarily a one side against another arrangement. Effective negotiators must have the skills to work together as a team and foster a collaborative atmosphere during negotiations. Those involved in a negotiation on both sides of the issue must work together to reach an agreeable solution. Individuals with negotiation skills have the ability to seek a variety of solutions to problems.

Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave
Great Negotiators: How the Most Successful Negotiators Think and Behave Great Negotiators: How the Most Successful Negotiators Think and Behave

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