How to negotiate and win
November 14, 2008
Negotiations have died out of most western people. This is because supply and demand conditions have made it seem useless. If the price of something is high somewhere, you can get it lower somewhere else. It’s just a matter of moving to the next shopping mall. We turn to look at win-win discussions as impossible because we think the next person will not allow it.
However, in certain cases you just must negotiate. Here are some few guidelines to successful negotiation.
Use the “if “clause
You should not think that negotiating means giving. It is about trading. You must look at what you gain before you give something out. Use the “if” clause. You should be making statements like “If you give me this, I will give you that in return.
Don’t rush
If the other party wants something and you are not sure of what you will get when you give it, skip that section until you have an “if”. You will surely get something to ask for before the negotiation ends.
Get what you want at once.
Don’t owe concessions or let anyone owe you any. Just as cars start loosing their values once they are driven out of the lot, so are concessions. Once the negotiation is done, they matter less.
“No” is not a good answer
You must try as much as possible not to say a literal “no” to the other party. “No” has the potential of turning a dialogue into a monologue. You can adopt a Japanese style by saying a “yes” which means no. This will remove any risk of hostility. For example you can say: “Yes, but offer an impossible price.
Requests are opportunities
When the other party asks for something, don’t think of it as a problem. See it as an opportunity to ask for something in return. Don’t miss such opportunities.
Don’t try to be always fair
There is no law that the concessions you make should be equal to the one from the other party. You must always make sure that what you ask for is equal in value or more than what the other party is getting from you.
Remember that negotiation is a human skill. It cannot be automated. The power is yours.
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