NEGOTIATION TACTICS are a set of skills for life. We are constantly negotiating through life, and we all find ourselves in a negotiation situation at some time. Whether you are negotiating a multimillion dollar deal, negotiating a salary rise, negotiating with the car salesman or just negotiating with your partner or children, we all negotiate through our life. I have been negotiating deals for large corporate companies and media companies for over twenty years, and yet I still find myself in situations where I end up in a negotiation with my four year old daughter over how much candy she can have. I say she can have one, she says three, we settle on two. How does a four year old know  some of these negotiation tactics? And what can we learn from children’s behaviour. Negotiating is an essential skill set that we pick up at an early age as we are developing, yet how come so many of us lose that skillset as we become older. Negotiation tactics are a set of tools, that we can draw on in any negotiation siutation. Only when we truely understand the tools in our tool box, and which tools to draw upon to suit the negotitaion situation we are in, can we become true negotiators. So what is negotiation? And what are the essential Negotiation Tactics? Through out this blog we will offer advice and tips and explain the various negotiation tactics available, that can be applied to all most any negotiation scenario.

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Learning how to effectively negotiate is a struggle for many people each and every year. Especially if they are attempting to teach themselves all of the skills involved in a successful negotiation process. These skills are vast, and often times you will need an outside organization to point out the flaws in your negotiation tactics in order for you to improve. There are a number of skills that are required for someone to be a successful negotiator. These skills include the ability to demonstrate patience during a negotiation, the ability to be persuasive in your arguments, the ability to be likable in negotiations, and even the ability to display confidence in the things that you say. All of these skills are generally taught in any of the various negotiation skills training courses. If you are interested in taking some negotiation skills training but are unaware of what you may learn, you may want to consider the following;

Persuasion

Learning how to be persuasive during the negotiation process is a struggle for many people. The skill is not an easy one to learn, but with the right training adding persuasion to your negotiation skills can help you get what you are looking for as an end result. It is important that you not be forceful during the negotiation, and instead are able to provide facts to back up your statements. Responding to their statements with reasons why they should reconsider is the ultimate way to turn the tides in a negotiation.

Preparedness

Preparedness is a skill that is often overlooked. The truth of the matter is that preparedness is probably the most important skill one can posses while negotiating. Having notes will help you make the right statements at the right time, and respond to the claims and counterpoints made against you. Make sure that you bring any facts that could affect your argument with you to the negotiation, and you may want to consider coming up with a list of responses to statements and questions the opposing party could ask during the process. This skill is heavily taught in all negotiation skills training courses.

Patience

Patience is another key skill anyone who plans on being an effective negotiator should posses. Listen to every counter statement made by the other negotiating party, and do not respond to their statements until you are sure that they are finished speaking and have left room for you to do so. This will keep the mood more lighthearted at the negotiation table and will allow you to respond to each and every statement that they make.
Negotiation skills training is an effective way for any novice to become more familiar with all of the skills necessary to become a successful negotiator. Because many of these courses have been fleshing out their coursework for a number of months or years now, they are more familiar with the process and will be able to explain things in a way that is easy for everyone involved to understand.

Many people who are looking to become a better negotiator opt to take a negotiation course. These courses are usually great for teaching the basics of negotiation. Typically, they teach the individual how to effectively use a wide range of different negotiation tactics. While seasoned negotiators may not find these courses to be all that helpful, those who are new to the entire negotiation process will more than likely find these courses to be quite helpful. Many of the skills used in negotiating are skills that can be learned and taught. If you are interested in taking some negotiation courses but are not sure exactly what you will be learning, here are a few things that you can expect to learn;

Negotiation Tactics

There are dozens of different tactics that are commonly used and taught in a negotiation course. These tactics are generally very simple and easy to learn, but more advanced tactics may be taught as well. These tactics usually help you to convince the other negotiating party to your side. Some of the common tactics that are discussed in negotiation courses include the walking away tactic. This tactic is typically employed toward the end of the negotiation when both sides have invested a large amount of time. Toward the end of the negotiation you will get up and walk away in hopes that this will cause the other negotiating party to agree with the terms that you have outlined.

Negotiation Skills

There is a certain skill set that is required to effectively negotiate. The skills include the ability to listen, patience and the ability to persuade. As simplistic as that sounds these skills are fairly hard to develop on the level that effective negotiating requires. The most seasoned negotiators have developed these skills in full and are able to use them to their advantage in a discussion. Listening is an important part in any negotiation. It is important that you listen to everything that the other party has to say. If they feel that you are truly listening to what they have to say, they will be much more inclined to meet you in the middle. Do not interrupt, and remember to respond to their statements with supporting facts. Negotiation courses outline all of these skills and develop a number of exercises to help you hone the skills and effectively use them in a real life negotiation. No matter what kind of negotiation is taking place, all of the mentioned skills are vital to a successful outcome and securing a deal that you can live with.

Negotiation Strategy

There are many different popular negotiation strategies that are commonly used. Some of these strategies will last the entire course of the negotiation, while others may require some timing to use them at the right moment. It can be tough to know when the negotiation has reached the appropriate point to employ these techniques. Negotiation courses will help you learn when this time is, how to recognize it, and how to put the strategies to use.

Everyone can negotiate, but only a select few do it very well. there are many different steps and skills involved in an effective negotiation. Luckily, many of these steps and skills can be learned, and while not everyone is capable of becoming the greatest negotiator in the world, all of them are capable of learning the basics and being able to hold their own at the negotiating table. There are a few key elements that are part of nearly every successful negotiation. These elements include the ability to listen, likability, the ability to persuade, and patience. These are the building blocks of any effective negotiation. If you are interested in learning how to become a successful negotiator, but are not sure where you should start, you may want to consider the following;

Be Patient

Some negotiations can take a very long time. Do not become flustered if you feel that you have been negotiating for too long without making much progress. This can be a normal aspect of any negotiation, and you will have a much better chance of coming out on top if you are able to control your emotions and wait it out. Remember to listen to every thing that the opposing party says, so you can formulate a reply. Do not hasten your reply, make sure that you know what you are going to say an d say what you actually mean. This can be very difficult as many people are tempted to respond as soon as a statement is made, but it is important that you hear them out and are able to deliver a timely, reasonable response.

Be Likable

You will find that people are much more likely to work with someone that they like as an individual. If you are able to get the other side to like you, they will be much more inclined to meet you on your side of the fence. Never be rude during a negotiation, and you should always treat any other person at the table with respect. Regardless of how you feel about their statements, always treat their opinion with respect and never talk down to them. Confidence is also an important part of an effective negotiator. Without confidence, more experienced negotiators will be able to tell that you are not exactly sure what you are doing and will not be as willing to work with you.

Be Persuasive

The entire point of a negotiation is to convince the other party to see things your way. You should do anything that you possibly can to ensure that this happens. Come prepared with facts and as much information on the subject as possible. This will not only allow you to be persuasive, but will allow you to refute their claims as well. Be sure to bring notes with you, so you are able to respond in a direct manner, and will not rely on your own train of thought to guide the conversation. You may even want to consider jotting down some replies to statements and questions that you believe that the other party will bring up during the negotiation process. Remember not to read directly off of the paper, and instead just jot down ideas and statements.

Negotiating in a business environment can be infinitely more difficult. In most of these situations, the two parties who are negotiating are negotiating for their company. This means that there can be a lot on the line if the deal were to break down. However, many of the skills that are used in the various other types of negotiating are also used to negotiate in a business environment. You will still need to display patience, persuasive abilities, confidence, and be able to answer their counter statements with factual statements of their own. Essentially, negotiating is the same at any level and for any purpose. If you are interested in learning more about negotiating in a business environment but are unsure about the different tactics commonly used in this setting, you may want to consider the following tips and tricks;

Walking Away

Walking away from the negotiation table is a tactic that is commonly used in business negotiating. However, you should be careful whenever using this tactic because it can cause the entire process to break down before your eyes. One should never walk away from the table because of a large issue (if they plan on negotiating further or convincing the other side to give in to their demands), and instead, you should be walking away over a smaller issue that the other party is more likely to give in on. Instead of the extra $30,000 for the property, maybe you walk away over them not agreeing to tear down the fence that is currently on the property. By that time the other party will have invested so much time into the negotiation that they will be more than happy to give into your small demand to ensure that the deal goes through.

Nibbling

Nibbling can be an art within itself. Nibbling is when you continue to negotiate after the deal is done. When this tactic is successful, the other side will usually meet any small demands that are made after the completion of the deal because they do not want to sacrifice the deal that is currently in place. Remember that you should never nibble for a large talking point, and instead you should be looking for small ‘add ons’ to the current deal that is in place. You must also do this in a non-condescending way so the other party does not feel like they have been misled by your agreement in the first place. You are treading a fine line when you decide to nibble in a business negotiation, but the reward may pay off in the end.

Preconditioning

Preconditioning is the art of placing the starting point for the negotiation in the heads of the other party before it even begins. For instance, if someone started discussing purchasing your car from you, and you began with “I won’t even talk to anyone who is not willing to offer me $15,000″, you have preconditioned them. If they do decide to make an offer, that offer will likely be over the figure that you previously stated. This can be a great way to start sending the negotiation in a direction will benefit you in the long run.

You’ve seen it before in the movies. The young, slick business man who seems to be able to handle every negotiation with ease, and always receives what he wants as the end result. While this might not be how things really work in real life, this is a good example of the art of negotiation. Only a select few are able to really call their negotiation ability an art, and the vast majority of people just go through the motions. To take control of the discussion, and be able to come out with what you wanted as an end result can be very tough, especially in business negotiations. Those of us who are among the top tier negotiators may find ourselves able to land jobs that we would have never been able to before, receive higher pay, and even purchase a house for much cheaper than originally anticipated.

Taking Control Of The Negotiation Table

One of the key elements of the art of negotiation is the ability to dominate the negotiation table. While this doesn’t mean that you belittle the other party, or be rude in any manner, it does mean that you carry yourself with respect and honor. Confidence is a very key element int he negotiation process. Seasoned negotiators will be able to sense any insecurity in your negotiation process, and that will show itself in the end result of the negotiation. It is important that you let the other side know that you are not willing to budge on your minimum, but you should never let them know what that number is.

Make Them Like You

People are much more inclined to work with people that they like as an individual. If you can get the other side to like you in the negotiation process, they will be much more likely to comply with the demands that you have made during the process. Try to stay on their good side, and ensure that you are always polite. Remember to let them finish what they were saying, and never interrupt them. Make sure that they know that you understand what they are saying, and provide reasonable reasons why they should reconsider their stance.

Be Willing To Compromise

You must learn to give and take to be a successful negotiator. Every negotiation that goes well will require both sides to allow the other side to have something that they want in the deal, that is, unless one side has complete leverage over the situation (like an employer/employee negotiation). You should go into every negotiation knowing what you are not online willing to give up, but knowing what you are not as well. It never hurts to come prepared, so ensure that you bring some notes to help you get your thoughts across in a more direct manner. The compromise is an essential part of the art of negotiating. While it may not be hard to reach a compromise, it can be very hard to reach one without budging on your ‘must have’s’ in the negotiation.

Negotiating skills are a skill set that can be learned. Many assume that that individuals who are excellent negotiators were born with the ability to persuade and negotiate. While this may be true for some, this is not true for all. Negotiating, in a way, is much like learning to be a salesman. There are certain traits and skills that a person must develop in order to be a successful negotiator, and nearly all of them can be learned. Some of the skills that are required for you to be a successful negotiator may require a fair bit more thought and training if you are not naturally gifted with the abilities, but none of them are impossible. If you are looking to improve your negotiation skills, you should work on the following qualities that are required to become an excellent negotiator:

Patience

Patience is a key quality that all successful negotiators posses. Keep in mind that many times the person you are negotiating with will be expressing an alternative viewpoint that you may not agree with. No matter how you feel about their opinion on the subject, it is always important that you treat them with humility and respect. Make sure that you do not react emotionally to any of the points that they bring up, and instead react logically. Instead of yelling, screaming and cursing, try to provide them with logical counter points that explain why you disagree with their position. This can require a great deal of patience.

Tips For Improving Patience

• Always wait until the individual you are negotiating with is done speaking. This will ensure that you do not interrupt them, and allow them to feel as though they are being heard out and listened to. When they have provided their stance on the situation, then you can reply. This is a great test of patience, but is also a great lesson is common courtesy.

• Take deep breaths if you feel yourself starting to become flustered by the negotiation. Remember, there is nothing that you can do to alter their viewpoint or persuade them of your own better than presenting the facts in a logical way. Explain why you feel a certain way, and do not react emotionally, as this will cause both individuals to become flustered and much less likely to reach a successful outcome in the negotiation

Successful Goal Setting

Setting some goals for any negotiation that you are going to take part in is an excellent way to help ensure that both parties reach an agreement they are comfortable with. Individuals who are detail oriented and able to set goals are usually much more successful in a negotiation. Identify a goal. Perhaps that goal is to split your monthly home phone bill 75/25 because your roommate is making a large amount of long distance calls that are driving your bill up. Make a list of the reasons why you believe this would be a good idea, and the activities that warrant this change to be made. Provide the individual with factual evidence about the situation that allow them to see things from your side of the fence. If you can show him that you have been responsible for only a fourth of the charges on the phone bill, he will be much more likely to see things your way.

Tips For Goal Setting

• Identify Your Goal. You probably have a fairly good idea about what your current problem is. In the example above, the problem is that you are paying for half of a bill when you are only responsible for a fourth of the charges that are present on that bill. That would be the problem. The goal in the example from above, is that you would only like to pay for the portion of the bill that you are responsible for.

• Make a List Of Facts Supporting the Implementation of That Goal. Provide evidence supporting your point of view. In reference to the above example, perhaps you provide copies of the last few bills and mark down all of the expenses that you were responsible for, then tally the number up. This allows you to physically show your fellow negotiator proving that your stance on the matter is not some fact that you made up in your head. Instead, is shows him that there are valid reasons that you feel the way that you do, and make the negotiation go much more successfully. Preparedness is the friend of any negotiator.

Sales’ negotiations can be somewhat of an artform. They are not all that different from any other negotiation, except that the you are directly dealing with a price for a specific item. You may be surprised to find out how many different store chains are open to negotiating the price of an item. In today’s world, many people assume that the price displayed in the store is the price that they should expect to pay.This is not entirely true. Of course, you should always ask whether or not they are even willing to work with you on the price of an item before negotiating for a better price, but once you have engaged in negotiation there are a few things that you need to keep in mind;

Never Give Your Highest Price Early In The Negotiation

Giving up the maximum that you are willing to pay for the item early in the negotiations can be very detrimental. You should always start with a number that benefits you the most, and work your way toward the amount that you are willing to pay for the item. Similarly, you can expect that the shop owner will not let you on to the minimum that he is willing to sell the item for early in your negotiations. Keep this figure out of the other parties reach for as long as possible. Exposing your bottom line too early in a negotiation can ruin your chances of receiving what you are looking for as an end result.

Listen Well

It is important that you listen to the other party while they are speaking. Not only will this help you to better understand why they are coming to the pricing decisions that they are, but it will also help you to respond to their inquiries and rebut their statements. Likewise, you should expect that the other party will listen to you as well. Communication is the key element in any negotiation and the ability to listen is a large piece of that puzzle.

Do Not Be Afraid To Walk Away

Walking away from a negotiation is a risk. You have to keep in mind that you walking away may actually bring the discussions to an end. However, that doesn’t mean that you should be afraid to walk away from the negotiations if the other party seems unlikely to meet you at a rate that you are willing to pay. If utilized correctly, walking away can make the other party much more willing to meet you at a rate that will be to the benefit of both parties.

Remember To Be Patient

Depending on the item, sales negotiations can be rather lengthy. You should be willing to sit through the entire process because it can take some convincing before you are able to get what you want as an end result. Make sure to listen to what the opposing party is saying, and be patient while listening to their explanations. Patience is a key skill any negotiator should hone and build on during a sales negotiation.

There are many different negotiation techniques that are commonly used during the negotiating process. While it is possible to learn and implement them all in your negotiations, you may find it easier to learn one at a time and perfect each technique separately before moving on. Each negotiation technique uses a different set of skills in order to effectively complete use the technique in the course of a negotiation. Many techniques require perfect timing in order to make the technique seem naturally and not preplanned. If you are interested in learning the different negotiation techniques, but are unfamiliar with the different techniques that are available, you may want to consider the following;

Walking Away From the Table

Walking away from the negotiating table is a popular tactic used by many seasoned negotiators. You have to make sure that your timing is correct and make it seem as if you have used every possible outlet to get the deal done in a manner that is beneficial for both parties. Remember that walking away can also mean the end of negotiations, so make sure to only use this technique if you believe that it will make the other party budge on the stance that they have taken. Individuals who are truly set in their ways may be less inclined to budge, and walking away may put an end to the deal as a whole.

Negotiation Preparedness

There is nothing more beneficial for your negotiation than the proper amount of research. Coming prepared to negotiate can greatly improve your chances of reaching the deal that you are looking for in the end. Do not feel embarrassed to come with notes and information. This does not show that you do not know what you are talking about, but instead gives off the feeling that you are organized, and have the proper data to back up your side of the story. By providing data that backs up your stance in the negotiations, you have greatly increased the chances of the other party agreeing to a figure that is on your side of the scale. Try to think of the different reasons they could give for not giving you an amount you are comfortable with, and find data and factual statements to respond with. Have an answer prepared for every question they could ask you, and you should have no problem securing the deal that you wanted all along.

Be Firm and Secretive About Your Bottom Line

Exposing the minimum that you are willing to take in the negotiation is never going to help you in the long run. By telling them the minimum that you are willing to take, you have effectively ruined your chances of ever receiving more than that. Make sure that you never give them your true bottom line, as this will erase any leverage that you potentially had in the negotiations. If you do provide your bottom line, ensure that the figure you give them is actually well over the minimum amount that you would be willing to take. This way, if both parties meet in the middle, the other party will feel like you gave them a better deal than you were willing to from the beginning of the negotiation.

Preparedness if the ultimate weapon for any negotiator. Coming into any negotiation with a good idea about what you would like to accomplish can be to the benefit of any negotiator. Before going to any negotiation it is important that you have all of the data and facts that could potentially be relevant to your deal on hand. For instance, if you are negotiating the sale of a house, you may want to bring with you a list of repairs and upgrades that have been done to the house since you originally purchased it. Along with preparedness, there are a number of strategies that are commonly employed by successful negotiators. Keep in mind that these negotiation strategies can range from creative to downright deceiving. If you are interested in negotiation strategy, but are unaware of the different strategies that are commonly used in negotiations, here are some brief explanations of popular negotiation strategies;

Know What You Want Out Of The Negotiation

Knowing exactly what you are looking for out of the negotiation can help you during the process. Remember to never expose your bottom line during any part of the negotiation process as doing so will effectively kill any leverage that you had gained. However, having a good idea about what you are looking for can help you to better evaluate every offer that is made, and respond quickly and with confidence. After all, the whole point of the negotiation is for you to convince the other party to let you have what you want, that is why having a clear cut number in mind is essential during the negotiating process.

Know What They Want Out Of The Negotiation

By figuring out what the opposing party is looking for out of the negotiation, you will be able to help cater to their needs during the process. Every negotiation requires some sort of compromise, and if you know what their sticking points are you can make an offer that is beneficial for both sides. Of course there is no way for you to know for sure what their sticking points are without asking them, and even then you can not be sure that what they are telling you is the whole truth. Try to place yourself in their shoes, and think about what you would personally be looking for from their end of the deal. If you are able to provide enough of what they would like to see as an end result, you have a much better shot at making the things that you would like to see come to fruition.

Be Patient

Negotiations can take quite a bit of time to come to completion. You should always listen to what the opposing party has to say, and make sure to listen to them until they are through speaking. This will make them much more inclined to listen to you when you have the floor, and makes for a much more friendly atmosphere at the negotiating table. You may be surprised at what you can get the opposing party to commit to when they respect you as a person. This makes them much more likely to at least meet you half way in the negotiation.