Fresh tricks for a great negotiation
Tuesday, June 26, 2018
You're heading into a high-pressure meeting with a potential client, so of course you want to obtain absolutely everything you can for your organization.
Even the most experienced leader can feel a little intimidated in this situation, or a bit unsure as to how to maximize the odds of success. There's no reason to worry!
Try these outside-the-box, foolproof research-based tips to bring your A-game to any negotiation, and get exactly what you want:
Write a self-affirmation.
If you tend to feel a little shaky about your ability to negotiate well, you may be creating a self-fulfilling prophecy.
A study from the Society for Personal and Social Psychology found that the lower the expectations people have about their power of persuasion, the more likely it is that their actual performance will reflect this belief.
Schedule five minutes before you head into the meeting to write about the most important negotiating skill you possess. Is it your gift for thinking on your feet? Your skill at listening?
Give yourself plenty of praise, read over your words a few times to cement them in your brain, then head into that meeting feeling terrific!
Enjoy a little small talk.
Researchers from American University report that initiating some friendly chit-chat before sitting down at the table can have a bonding effect on your negotiating partner.
If you're male, this works even more effectively, because it busts the stereotype that men don't indulge in this kind of banter — it upends your partner's expectations of you in a positive way, and makes this person more receptive to you.
Choose your words wisely.
Data show that using phrasing such as "I'll give you this" as opposed to "I would like this" makes it much more likely that your negotiating partner will take you up on your offer.
This is because you're verbally placing the emphasis on what this person will receive, instead of on what this person will lose by giving you what you want.
Avoid "power posing."
Many business leaders think that body language like standing with your hands on your hips and your legs apart makes you look strong in a negotiation, but researchers from Michigan State University say it has no effect on how they're actually perceived.
It can be effective to stand in a power pose for two minutes before the start of your meeting if you need an inner boost of confidence, but in the actual negotiation, keep your body language relaxed, and you'll be perceived positively.
Looking to settle on a price? Don't used rounded-off numbers. Say the cost is $4,055, not $4,000.
With a precise number, your negotiating partner will get the impression you've done your homework in terms of the accurate value of your service or product, and will be more likely to settle on it then and there, according to research from Columbia University Business School.
All in all, be fair, honest, and polite — with these three qualities in place, you'll get the result you seek!
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