The top ten techniques that every negotiator should possess and improve.
When we talk about negotiation, it's natural to think of large corporations with complex conflicts and high stakes. But the applicability of the best negotiation techniques ranges from a simple day-to-day discussion to a visit to a family member's house, going through the most varied possible scenarios.
A person who masters these techniques is prepared to get the best out of a relationship, for their own benefit, for the benefit of a third party or for the benefit of everyone involved. In this article, we'll look at some of the techniques for understanding people, scenarios and interests, whether in a corporate negotiation or a family conflict.
- Manage victories and defeats:
Nobel Prize-winning research by Kahneman and Tversky shows that human beings tend to prefer a greater number of victories than defeats. This makes the impact of a big demand less, as long as it's done in one go and quickly - generating the feeling of only one "defeat" for the other party. On the other hand, concessions should be issued piecemeal and slowly, providing various rewards and giving good news at stages in the negotiation.
- Control your emotions rationally
The ability to self-perceive and control emotions is a necessary skill for human beings to live together harmoniously in society. This skill is vital when it comes to negotiations, since among the few factors that are certain is the fact that there is necessarily a conflict or divergence of interests. When a negotiation gets too heated, it's possible to ask for a coffee break - allowing tempers to subside, for example. Another alternative is to change the focus of the conversation away from the conflict.
- Listen
Knowing how to listen is considered a critical negotiating skill. Often, an opposing argument can undermine the negotiation and raise nerves. The alternative is to understand the interests and points of view involved.
- Make counter-proposals
People are motivated by interests. Rarely is a proposal non-negotiable or the negotiator unyielding. The solution is to ignore this issue and identify the content of the proposal, making a counter-proposal that satisfies the interests of the other party.
- Manage your happiness
When there is a head-on conflict between two parties, showing personal satisfaction with an agreement can generate the feeling that too much has been gained in the negotiation. Researcher Jared Curhan explains that negotiators tend to be less interested in working with colleagues who express satisfaction with their results than with those who apparently show less satisfaction. For this reason, managing excitement when faced with a good deal is crucial.
- Keep moving forward and avoid going backwards
It's common in a negotiation for the other party to try to push back or impose their thinking on yours. One negotiation technique suggests setting a pace of rigid demands until the other party shows a point of vulnerability and gives in. In such a scenario, it is important to make it clear that exchanges and concessions must be reciprocal and to stand firm in the face of pressure.
- Be prepared for personal attacks
Face the argument, not the speaker. This rule is not always respected in negotiations. You have to be prepared for personal attacks and heavy-handed insults. In a hostile environment, personal attacks have the capacity to fuel insecurities and demonstrate vulnerabilities. Taking a break from the discussion, reorganizing ideas and making it clear that personal insults will not be tolerated is fundamental.
- Be aware of the power of a bluff
Be skeptical. Be suspicious when the scenario looks too good. Negotiation requires all information to be validated and certified as true. Exaggerated facts misrepresented by the other party can put you off guard in a negotiation.
- Good cop and bad cop
The famous negotiation tactic carried out in pairs, where one of them shows inflexibility and the other more reasonable understanding. It must be borne in mind that the two are in a joint effort to increase the gains of the negotiation.
- Learn how to renegotiate
Getting the deal right the first time is extremely important, but sometimes it's not possible. That's why you need to know how to renegotiate the terms of something that has already been agreed. Short contracts with objective intervals make it easier to change the conditions. Include a clause obliging the parties to sit down and discuss their obligations in certain situations.
