Negotiation is one of the most important skills that will help you succeed in the business world and in everyday life. By learning these 8 negotiation tactics and tips, you will improve your negotiation skills and get better deals.
1. UNACCEPTABLE POINT.
One party creates the importance and necessity of accepting a particular point, knowing full well that the other party cannot possibly accept it. By refusing on this important issue, the other party feels some guilt and feels compelled to make concessions on the next point raised as a show of good faith.
2. FOOT-IN-THE-DOOR.
Use a small initial request to increase the chances that someone will agree to a larger request. After the smaller request is granted, the person who agrees feels that he is obligated to continue agreeing to the larger requests in order to stay in line with the original consent decision.
3. THE NIBBLE.
In the end of a negotiation, after the other party just want to get a deal done, you put something else on the table. It was not previously discussed, but the idea is to more easily gain the agreement because it took a lot of time has been spent negotiating, and this stipulation is small. ‘I think we’ve nearly got a deal, if we can just agree on this last item I think we’re there…
4. WHAT-IF AND WOULD-YOU-CONSIDER?
By asking open and closing questions, it is better to understand the position of the other party and build stronger agreements. What if we take two at once? Would you consider offering some a discount? What if we pay forward? Would you consider offering us free shipping?
5. HIGHBALL/LOWBALL.
Highball/lowball tactic is used to force other people to reconsider his resistance points and goal. Counterpart will open with an extremely high or low offer. You may fall for this trap if you haven’t done your research or don’t know what’s going on.
6. BOGEY.
The bogey tactic is to pretend that some issue is vitally important to you but really isn’t. And when you agree to concede the bogey issue, you then expect the other person to concede something important as well.
7. TIME PRESSURE.
The trick is to set a deadline by which the agreement must be signed, otherwise, the deal will not go through. This puts pressure on the other side to make concessions and reach an agreement before the deadline.
8. TAKE IT OR LEAVE IT.
If you have something that someone else needs and you’re ready for whatever the outcome is, you can use the ultimatum negotiation tactic called “Take It or Leave It”. If your counterpart really needs it, he will take it on your terms.
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