Always keep in mind that an individual’s personal traits along with their level of expertise define how efficiently a negotiation can proceed. Here are five stages of any negotiation that forms the basis for any collision of two or more parties’ ideas.

Commencing Negotiation

This stage deals with setting the stage and agenda for the negotiation which in addition to this helps in choosing what goals are to be completed throughout the whole negotiation process. This stage is also crucial as it determines what type of atmosphere is created in the negotiations. Preparing how to start is critical to staying on track and making the conversation the two parties have as profitable as possible. In a nutshell, it is setting the limits of how far or low the two parties can go, thus defining the boundaries.

Rapport Development

While negotiating, it is a challenge for one to casually converse with one another, yet it is extremely essential for a person to build a relationship in a way that can ultimately benefit both parties. And the moment both parties build that trust, a steady agreement and resolution can be achieved. Trust is the single most contributing factor to open flow of communication resulting in collaboration among or between both parties.

 Give-and-Take: The Process of Bargaining

Effective negotiations include bargaining. It is about reaching an agreement with the use of give and take. There are terms from both sides and concessions from both sides hoping to reach a resolution that is satisfactory. To negotiate effectively, one needs to plan, remain open-minded, and understand how to change based on what the other side prioritizes and needs.

Important Techniques of Negotiation

Knowing some of the negotiation techniques may put you at an upper hand while having a discussion. Here are some of the tips that you can use in your next negotiation scenario:

Good Cop-Bad Cop

This is a classic example of how two negotiators purposely adopting different personas may influence the negotiation. One party would be a tough ‘bad cop’ while the other would adopt the role of a good cop who shows understanding towards the other party’s position. This strategy is effective in forcing the party to concede to terms they would have refused.

 Flinch

You cover your mouth with your hands and shake your head while feeling shocked. This hyperbolic reaction makes your offer seem unfavorable to forced changes. This flashing reaction can disturb the other party and requires them to change their terms for the better for you. In this case, you shift the loathsome essence of the deal which forces the deal to be agreeable for both parties.

Walk Away Strategy

Walk away is a basic strategy that requires you to be prepared to leave the table if you think you are getting the raw end of the deal. When you indicate that you are prepared to walk away, you show that you are flexible on the terms of the deal, which will encourage the other party to put better deals on the table.

 Nibble

In business deals, it often happens that one side after the other thinks they have agreed one final position when they haven’t issued as many small details as they could have. As can be guessed, the nibble technique is used after an important agreement has been made where the crumbs, or small bits, of additional money can be attained for determinable goals have not previously been discussed but are easily obtainable.

 Converting No to Yes

‘No’ is a word that is easy to agree with, but in business terms, it is something that most people would wish to change. Optimism is at times difficult to turn into action. Knowing where the middle ground is will mean deciding the terms on an agreement window that works. Finding a balance on terms from continuing to negotiate can help in achieving an outcome that is favorable to all parties.

 Salary Negotiation

Conversations about salary negotiation is one of those tricky subjects that all sides find unpleasant. Often than not, it is normal to come across situations where you are not expecting a big offer but with the right market research, knowing how much your skills are valued, and being clear with your expectations, you can formulate the right strategies to attract the offer you need.

Silence in Negotiation

In every deal, silence is one of the most potent weapons. After making an offer or posing a question, remaining quiet gives the other party an opportunity to think through the situation. Silence can induce tension, compelling the other side to provide valuable details or a more appealing deal to make up for it.

Effective Tools for Negotiation Success

Experienced negotiators understand that negotiation is more than a dialogue; it also includes listening, looking, and interpreting what is going on. So, lets consider two additional aspects that can ensure success in negotiation:

 Active Listening and Emotional Balance

A negotiator must be able to actively and emotionally listen to the concerns of the other party. It is not only capturing their words but analyzing how they are expressed and what motivates them. Emotional intelligence is a major factor when it comes to negotiating. When you manage your emotions and analyze the other party’s emotions, it becomes easier to make decisions that put you in a stronger position.

Let us consider some of the phrases that get exchanged as part of business practice. Consider sentences – ‘we have completed the research assigned,’ and ‘the work allocated has been achieved successfully,’ as favorite examples. Evaluating these sentences gives us an understanding that in business English, the focus has shifted from simple terms to jargon and fancy expressions that any listener or reader can get confused.

Important Pointers on A Few Common Terminologies:

At the same time, it is equivocal that communication is a two way street and can be verbal and non verbal. Many Western cultures define non verbal communication under body movements and tone of voice. Both are equally important in doing business. If a person does not say something, it can be assumed that there is no such thing at all. In psychology, such people can be adequately categorized as empty.

Rephrasing a statement requires putting the main idea into your own words, formal speech style. There is ample evidence to show that hundreds of professionals working in international companies do not know anything other than American English formally. Without any consolation, using formal second language is difficult for people working in international companies.

Master these techniques, and you’ll be prepared for many situations whether you are trying to negotiate a salary, finalize a business deal, or win an argument in your day-to-day life.

Final Thoughts

Being able to negotiate something is one important skill that can help one achieve greater success in business and in life. Whatever the purpose of the meeting is, be it to negotiate, or to establish a good working relationship, knowing the right techniques and tools will make it easier for you complete the task. There are many tactical approaches to negotiation such as ‘Good Cop-Bad Cop’ and simply staying quiet. All techniques are important in accomplishing negotiations. Knowing how to negotiate enables one to get better deals, establish good relations, and be able to work through problems with ease.

Categories: Negotiation Skills