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Negotiation tactics include setting goals, maintaining a breaking point, and keeping the end goal in mind. A good negotiator does their homework, plans concessions, and is ready to walk away. Other factors include speaking firmly, remaining courteous, and never bluffing or accepting the first offer.
There are perhaps as many negotiation tactics as there are people negotiating situations. Some key negotiation tactics include setting goals, maintaining a breaking point, and keeping the end goal in mind. Different situations require different tactics, so a broad understanding of different methods can be the key to successful negotiation.
It is usually important for negotiators to overcome their fear or dislike of negotiating right from the start. In most cases, a negotiator will only do this job for a short time and then walk away, hopeful, with some edge. Often, the worst thing a negotiator can do is say “no” at the outset and refuse to negotiate altogether.
A good negotiator usually does their homework beforehand. They will decide what they want out of the deal and what they would be willing to give up. Getting familiar with the negotiation tactics that work best for them can be the key to a successful outcome. For example, if they’re negotiating the price of a product, shopping ahead of time and bringing a detailed list or printout can help with the negotiation.
Most negotiators will set their breaking point before entering into negotiations. A breakpoint is the least acceptable outcome they are willing to accept in the worst case scenario. From there, they usually decide where to start the negotiations and how they will present their proposals in increasing and decreasing quantities.
A good negotiator usually plans a few painless concessions that he can make if necessary. As a buyer, for example, they decide on what little things might be adaptable, such as style, color, delivery date, etc. Another tactic is to come to negotiations with a check or cash in hand, hoping the tangible fairness will spur the other party into a quick deal before they’ve had time to think things through.
Being ready to walk away from negotiations is usually another sign of a good negotiator. If they’re honest with themselves when they hit their breaking point, they might feel disappointed if things don’t work out, but they shouldn’t have any real regrets. Most good negotiators typically leave their emotions out of the process.
During negotiations, it can be important for the negotiator to stick to their set plan unless something drastic happens. Taking their time can also help. A well-placed long pause during negotiations can throw your opponent off balance. Awkward silence can force an unwritten offer.
Other key factors in a good negotiation tactic include speaking firmly, with authority, and slightly louder than usual, especially if the negotiator is normally soft in voice. It can be important to remain courteous, in body language as well as with words. Negotiators usually want to be pleasant and professional, but don’t try to open a personal relationship with the opponent.
Most good negotiators usually never accept the first offer and never bluff. They never pay full price and only talk about the price in their head. Finally, they typically don’t negotiate in response to an unscheduled meeting or phone call, but instead schedule a meeting for a future date to allow time for preparation.
