This blog post is about negotiation and how to get the most you can for what you want.
Negotiations happen all the time and, without a guide, it can be difficult to know that some words or actions will help one side of the table while hurting another. In this blog post, we will explore different ways to negotiate with someone in order to better understand the techniques they use and how they work. This way, before you go into a meeting with anyone, you’ll be armed with the knowledge of their thought process and what makes them tick — which means better negotiations where everyone walks out happy!
So without further ado, here is your guide: The 37 Best Websites to Learn Something New.
So, what is negotiation?
According to the Boston Consulting Group, negotiation is all about “creating value and forging a win-win outcome.” It requires two or more people to sit down and try to find some common ground. Negotiation is a process that involves creating proposals and counter-proposals.
1 The Magic of ‘No’ in a Negotiation
When you feel negotiations will be successful, make sure to focus on the following: understanding the situation; identifying the objectives of each party; and creating strategies and tactics. The first step of any negotiation is for both sides to express mutual interest in reaching a deal — once they reach an agreement on their interests, then they can start thinking about solutions.
Are you interested? Check out the rest of the course material to learn how to become a master of negotiation.
Negotiation is more complicated than just being able to understand your opponent’s perspective. If only it were that easy! It turns out, there are ten core tactics used by all negotiators. Once you know what tactics are being implemented, you can better prepare yourself for different types of negotiations. Let’s go over them now:
This is closely related to synchrony. Mirroring involves subtly copying another person’s body language, tone of voice, and other non-verbal communication signals in order to build rapport with them. It is a great way to get more of what you want, faster. When done correctly, this tactic will help the other party feel that they can trust and relax around you.
This is when a negotiator talks about objects of the negotiation in an unusual way, which causes the other party to become curious and engage in more active listening. They will be more open to hearing your proposals because they feel like nothing is out of the ordinary. For example: “We know we agreed on $65 for this item, but I’m hearing it’s going on sale for $55 this week.” This tactic allows you to raise your offer while using their active listening skills against them!
This tactic involves teasing out more information from the other party. Amplifying is about glomming on to more detailed details of the conversation. The negotiator should ask questions or make statements that make the other party feel as though they are being listened to. By asking many different questions, the negotiator makes it much more likely for a concession to be made, because he believes he knows what his opponent is thinking about giving them. This tactic is often used in sales situations or during job interviews.
04. Empty Threats
In this tactic, a negotiator will threaten their opponent with something that is unlikely to occur in order to get them to concede what they want at all costs. Empty threats are especially powerful if the negotiation is about something very important to someone’s ego. This technique can cause your opponent to concede much earlier than you think is necessary.
This tactic isn’t used right away in a negotiation, but it is often employed when the final deal has been made. This tactic includes providing reasons for why a party did what they did in order to make themselves look more justified in their actions and in making concessions to you. This tactic would be used when the party that was not making concessions feels like they owe you something and want to repay your good will — after all, we’re all human and we like getting validation!
This tactic is just the opposite of justification — it’s used when a negotiator wants to make concessions seem small and unimportant. This technique usually involves adding humor to reduce the impact of what is given up. This way, it can help maintain good relations with the opponent even if their opinion on the topic isn’t as strong as one may like. By using this tactic, you can make it seem like you weren’t asking for that much in the first place, and that your opponent was searching for an excuse to offer more than they intended!
This tactic employs giving up one’s individual power in order to secure a win for the opponent. This technique is often used during power plays, where someone gives up their own resources or resources that could aid them in taking control of something or getting more. It’s also used when someone is trying to get help from someone else to solve a problem. If you were starting your own business, enforcing means taking out your own checkbook and making all the payments needed so the company can keep running successfully. It’s also applicable when you are negotiating with your parents, because if they are driving you crazy, you might need to enforce them not driving you crazy anymore!
This tactic can be used to negotiate as well as in many everyday situations. It is about getting the most out of a minimum, and it is often used when someone has very little power to create what they want or need. This tactic includes asking for something gracious and/or appealing — and then asking for more than you need! If you’ve ever asked your parents for a ride to school, you probably employed this tactic — especially if your parents were in a bad mood!
09. Splitting the Difference
This tactic involves two negotiators agreeing to accept an average of what each party has proposed. It’s important that the difference between both parties’ proposals is not too large, otherwise this tactic will not be effective.
2 Basic Principles Make You A Smarter Negotiator
Despite the fact that negotiation skills are vital in business, many people struggle with knowing what to do when they find themselves in a tough negotiating position. This includes not just novices but even experienced negotiators who already know how to play their game.
The reason for this is because there are so many traps and pitfalls in this game. However, negotiation is not something abstract; it has observable rules which you can learn and apply in practice after reading this article. Most importantly, it teaches you how to identify the strengths/weaknesses of your counterpart; how to close out your deal; and when or if you should walk away from the table before negotiations get too complicated (and possibly ugly).
These are just some of the subjects you will learn. If you are not convinced that this is for you, then jump right into the next section on the 6 basic principles of making yourself a better negotiator.
On the other hand, if you are already convinced about this, then head on over to the second part of this article which will make up the bulk of what I have to say. I think you’ll find it interesting. Just click on Negotiation Principles – Part 2 above.
With that, let’s move on to the first of the 6 basic principles of making yourself a smarter negotiator.
1. Understand The Other Side’s Motives In order to be a better negotiator, you have to know why you are negotiating. You can’t just do it for the sake of doing it. In fact, the most successful negotiators do things which may not make sense from an economic standpoint because they know their actions have a psychological impact on their counterparts which they can use to their advantage. And the most important part of this is understanding why your counterpart is negotiating with you in the first place.
There are 2 main reasons why people negotiate. One reason would be because they have a problem they want you to solve. The other reason would be because they want something from you. Sometimes, this second reason overlaps with the first one, so it’s important for you to figure out which it is.
Let’s start with the first reason, which has 2 sub-categories: People who negotiate with you because they have a problem that needs solving . If your counterpart feels that your product or service can solve their problem then they might be more willing to give in to your demands. The same thing goes if it is possible for you to remove an obstacle which prevents them from obtaining what they want.
. If your counterpart feels that your product or service can solve their problem then they might be more willing to give in to your demands. The same thing goes if it is possible for you to remove an obstacle which prevents them from obtaining what they want. People who negotiate with you because they have a problem that you can solve . If your counterpart just wants someone to listen to them vent, then he/she might not be willing to come up with a good deal for you. Don’t get me wrong, just because this is what they are trying to do does not mean you should ignore them. You should still listen to them. But don’t be afraid to tell them that you are looking to solve their problem for them.
2. Understand Your Counterpart’s Needs, Wants, and Expectations Once you’ve figured out the purpose of the negotiation, you need to take into account your counterpart’s needs, wants , and expectations . This will enable you to know what they want in return for giving up something (or giving it up without having your needs met).
The reason why needs, wants , and expectations are relevant is because they go together; understanding any one of these will make it easier for you to figure out what else comes along with it. For example, if I need a new laptop, then I certainly want it to be fast, powerful and come with a lot of other bells and whistles. But there is also the case where I don’t care about those things and would be happy with a cheap old clunker as long as it came with Linux. On the other hand, if I have to eat sometime that week, then I would prefer my meal be delicious rather than healthy since my goal isn’t to lose weight.
This means that you need to know both their needs, wants , and expectations . However, just because you do this does not mean you should fully surrender your emotions in negotiations.
3. Remain Objective and Keep Your Emotions in Check Never forget that, no matter how you feel about your counterpart or the negotiation itself, when it comes to negotiating you always remain objective . Your counterpart is trying to do the same thing (which is why they’ve come to you for help), and your job is to figure out what they want in return for giving up something they don’t need or want anymore.
For example, if someone is holding a gun on you during a negotiation, you might not be able to control your emotions and this could mess things up for both of you. However, if you can remain objective and understand that your counterpart is trying to use the gun to extort money from you, then you’ll be able to figure out how he wants you to meet his demands.
When it comes to negotiating and dealing with family and friends, I think it’s best not to do it at all because these people will always take advantage of your emotions for their own personal gain. This doesn’t mean that you should never negotiate with these people; just don’t do it until you’ve learned enough about negotiating that you can control your emotions and understand what motivates them.
The best example of this is something which happened the other day. After dropping my daughter off at school, I noticed that the line at the bank was really long. So I decided to go somewhere else. However, when I got to this other place there was still a long line. This would normally have made me very angry because I hate waiting in lines, but I managed to remain calm and just go into another place in order to find out what the problem was. When I found out that their ATM wasn’t working, it didn’t bother me at all because there were plenty of other places to go instead.
If you can manage your emotions when it comes to negotiations, then you will be much better because you won’t waste time or energy trying to get your counterpart emotionally upset.
3 Negotiation Skills for Business
“Negotiating is like wrestling. You have to take it seriously.”
It’s one of the skills most important for success in business, so being aware of your negotiating process and being able to perform at a high level are crucial for any aspiring entrepreneur. But negotiation can be difficult–it requires skill, stamina, hours of preparation, and strict adherence to best practices. That’s why most people have no idea how negotiate with someone who is better than them–a naïve person will never give good proposals that are good enough to satisfy their adversary!
This article will provide you with some helpful tricks on how to create proposals that are tough for your counterpart to resist.
Being aware of your “spot-lighting” is very important. This is when you are supposed to shout at your adversary in order to get their attention. But in most cases, being conscious of being in the spotlight will help you focus on the situation better.
Shouting also has a negative connotation about it,
that makes people timid and timid creatures tend to be polite. In many negotiations, that’s not necessary–you just need to know how to communicate with them and have a conversation where both of you are focused on the issue at hand.
Always be sure you’ve considered your adversary’s interests before making any proposals. Why? Because it shows that you’re thinking about them (which will make you more persuasive), and it tells the other party that you did some preliminary work on the issue, which creates an air of professionalism.
When they reply to your proposal, don’t make the mistake of drowning yourself in another sea of text!
Only answer what they ask. If they ask you something else, then just ignore it. You can also make it a point to be concise by using only one word when you answer them. A good negotiator will be able to make concessions simply by saying “no.”
If they don’t answer your first proposal, ask yourself, “Did my adversary find it interesting?” If they said no, ask them if they need more time to consider it. This is the easiest way to get what you want rejected because it reveals that you understand what’s important for business at stake. If they say no, then rephrase your proposal.
It’s very important to think about the final offer before making one–you may end up losing out or having something that will not be good enough for your counterpart.
It’s important to know the right compromise for your offer, because you’re dealing with their real needs.
Before making your offer, ask yourself if it’s better than the alternative. What will they have left if they reject? If you have an answer to that question, you’ll know what the right amount of compensation should be for them–otherwise, you’ll give them too much or too little.
If it’s not possible to negotiate in person, there are still ways of reaching an agreement over the phone or by email. Make sure that when they answer your calls or emails that they’re able to focus on what it is that you’re talking about.
Don’t give up during a negotiation.
Even if you come to a point where it seems impossible to reach a compromise, put all of your effort into trying.
It’s very important to think about the long-term consequences for both parties before making any decisions. In many negotiations, you’ll find that both parties are usually happy with the outcome because they both came out satisfied.
The best way to avoid any disputes is by being consistent and reliable. This way you will earn the trust of your counterpart and they won’t be afraid that you will try something sneaky on them once again in the future.
If you can’t think of anything good to say about someone, don’t say anything at all!
There are always reasons to be positive about another person, so if you can’t think of anything, then just keep it to yourself. People will see that you’re positive and friendly, and they’ll be more likely to trust you in the future.
“There are only two mistakes one can make along the road to truth; not going all the way, and not starting.” The same goes for negotiations–you have to put your heart into getting a good deal with your counterpart. If you get too frustrated or get too tired, take a break and get some rest.
It’s important to know what your counterpart wants.
Why? Because it will tell you their real needs and that will help you come up with a more effective proposal. Sometimes, the meeting takes place in a formal setting (like a conference room), and then it’s more likely that they’ll represent themselves professionally.
It’s important to divide negotiations into two categories: one-time and ongoing. One-time negotiations are more difficult to negotiate than ongoing ones. For ongoing negotiations, try to anticipate what your partner is going to say and prepare a response beforehand.
Always pay attention to your body language–if you’re nervous or not interested, then that’s how your counterpart will see you! It’s very important that you stay focused on the conversation at hand and on the person you’re talking with.
It’s important that both parties understand each other, so it’s a good idea to use a lot of repetition on certain points. This way they’ll know exactly what you mean and they won’t be able to undermine your proposals.
Try to make yourself seem superior to your adversary, but don’t say it in a way that’s offensive to them. This way you’ll create a sense of superiority in the other party and they’ll be less likely to say no to you later on. Remember that a negotiation is a very delicate matter for both parties!
Try asking your counterpart what they think about the topic at hand. Make them talk about it so you can know their position better and so you can take control of the conversation.
The more they talk about something, the more stress they put on it–that’s when they tend to give up and surrender.
Never use phrases like “This is how we do things around here,” and “I’m the boss.” It makes you look like a dictator and it shows that you don’t value the ideas of the other party. Be professional at all times, and be flexible as well.
If you can relate to any of your adversary’s problems, talk about them so they will see that you understand them. This way they’ll feel closer to you, and they will trust you more as a negotiator later on.Before making any proposals, try to imagine what your counterpart is thinking.
The Life of an Event Planner – Dealing With Difficult Clients, The Importance of Setting Boundaries, and Inevitable Disappointment
Working as an event planner entails babysitting difficult clients, so it’s important to set boundaries and avoid excessive relationships with them. I learned this the hard way when someone asked me to help her plan a bachelorette party and ended up breaking my trust and ignoring me all weekend. Although she was rude and disrespectful, I still felt sad about the experience- because once people find out how you’re really treating them, they’ll rarely give you any more time than they absolutely have to.
It’s essential that you learn not to take these things personally as it will save your sanity in the long run.
The best way to deal with a difficult client is to put them on a “do not work with” list. If you’re not going to take the business, then don’t let the client contact you again. It’s simple as that. While some people will look for a reason to complain about everything, it’s your job as the professional planner to keep your composure and avoid getting into arguments with them. This is one of those times where you have to make yourself come from an objective point of view and realize that getting upset won’t solve anything or make it go away-
it’ll only make things worse as they’ll make assumptions about you based on their own frustration.
Another difficult aspect of event planning is having to deal with a project that wasn’t going as planned. We’ve all been there where we’re behind schedule, running out of supplies, and have no money left to buy more. It’s important to take a step back and make sure you’re staying positive as well as reaching out for help when you need it (I like to look out for fellow planners in my area because they usually know someone I can call to see if they have any extra supplies or equipment they can loan me). While this can be extremely stressful, it’s important that you don’t let it get to you. When you feel overwhelmed by the situation, take a moment to breathe and think about your options. What will help you most in the long run is to reach out for help and realize that there are people who care enough to do things for you. Seriously, have people ever not wanted to help?
Here are some ways I deal with my own issues when they pop up:
Be Grateful – A certain amount of things happen in life that aren’t said or done for any reason other than “hell if I know”. What I’m saying is that you should never feel guilty for shaking off the events of your life. It’s bad enough that they’re happening, but if you’re sitting there feeling guilty about them, it’ll only make things worse. The thing about negative emotions is that they keep coming back no matter how hard you try to avoid them. So just accept that things aren’t going the way that you expected them to, and shrug it off as some random event in your life- I know I can’t always make everything go according to plan.
Stay Positive – I know that this seems like the exact opposite of what I just said about negative emotions, but stay positive. When something bad happens, it sucks, but you can’t let it ruin your life.
Let it go and move past it (or get over it). You’ll find yourself appreciating things in life more when you keep your mind on the positives. Keep reminding yourself about how lucky you are to still be alive and feel like “Hello” after something terrible has happened to you.
Remember Why You’re Doing This – If all of this is stressing you out, then take a step back and remember why doing this is important to you. Is it about the money? Or is it so that you can help people before and during their big day. If it’s the former, then take a step back and re-evaluate if this is really what you want to be doing because you’ll only end up disappointed yourself. I think that I do event planning because of how much fun it is to listen to people’s stories and be able to help them bring their ideas to life.
Remember That There Are Clients Out There Who Care
– It’s a reality that there are people who actually care about your business. They care about every little detail and every minute thing going on during your event. They care about you and will often have a difficult time finding things that need to be fixed or fixed at all. They’ll ask you to do sneaky tricks that work with your schedule or jump through hoops just to see your face as they’re planning the event. Their emotions are running high as they’ve been planning an event for months, maybe even years (and if it’s something big, like their wedding). They care. It’s important that you learn to take their thoughts and feelings into consideration because these are the people who actually want to spend time with you and show off what they’ve made for everyone who’s attending their wedding or party.
Be Patient – While it’s extremely important to be efficient and get things done in a timely manner (I personally like to turn in my contracts and deposits ASAP in case there is a last minute change in the party), you need to be patient when working with your client. Give them plenty of time to respond and run through the details of their event. Because let’s face it- when we’re planning things, we tend to forget about things or not give ourselves enough time. It’s hard when the person you’re working with is moving at a pace faster than you’ve expected, but try not to get irritated by their actions because chances are they’ll take it personally and will want nothing more to do with your business.