How do you negotiate to get a better deal?

If you’re trying to negotiate a mutually beneficial deal, you might want to consider these strategies that professional negotiators use:

 

·         Build trust and share information.  Give away some information.  If trust is low, this action might break a deadlock and stimulate the information-sharing needed.  This approach creates a positive atmosphere.

·         Ask lots of questions.  You can learn from the answers and also from what isn’t said.  And don’t forget the follow-up questions.  Often, your first question is just a way to get your foot in the negotiating door.

·         Consider trying to reach a post settlement.  Example: After you reach an agreement, propose looking for a better one for both of you.  That’ll leave everyone’s options open, but you should vow to be bound by the initial agreement if a better one isn’t developed.

·         View negotiations as a continuing life process in which no issue is irrevocably closed, even after agreements are reached and papers are signed.  Changing circumstances may warrant a second look-see – and another round of negotiations.

·         Keep an open mind.  Don’t try to persuade opposers that their views are wrong and should be changed.  An edict to “change” often can be a red flag.  Try to present creative alternatives that truly meet the other side’s needs.

·         Search for novel solutions.  Example: Two sisters each wanted a single orange.  After much argument, they finally discovered that one sister wanted it for the juice and the other one wanted the rind to bake a cake.  After that communication exchange, they solved the problem quickly.

 

Source: Negotiating Rationally by Max Bazerman.  Published by Soundview Executive Book Summaries, Bristol, VT.