NegotiationSkill

People need negotiation skills to secure better deals. These deals can be
in both your business and personal life. Negotiating skills include
methods of:

 Communicating

 Persuading and influencing

 Planning

 Strategizing

 Employing tactics, techniques, tools, systems, processes, and teamwork

 Negotiation skills can be learned. “Born negotiators” are a myth.
Successful negotiators need to develop a variety of skills. These are
drawn from various disciplines. Business negotiation deals typically
include:

 Products

 Services

 Assets

 … and even ideas

Not all negotiation skills can be learned from a book alone. This is
because negotiations often need face-to-face or phone interaction.
Clear and Effective Communication
Negotiators must have the ability to
communicate clearly and effectively to
the other side during the negotiation.
Misunderstandings can occur if the
negotiator does not state his case
clearly. During a bargaining meeting,
an effective negotiator must have the
skills to state his desired outcome as
well as his reasoning.

Collaboration and Teamwork

Negotiation is not necessarily a one
side against another arrangement.
Effective negotiators must have the
skills to work together as a team and
foster a collaborative atmosphere
during negotiations. Those involved in a
negotiation on both sides of the issue
must work together to reach an
agreeable solution.

Problem Solving Skills

Individuals with negotiation skills have
the ability to seek a variety of solutions
to problems. Instead of focusing on his
ultimate goal for the negotiation, the
individual with skills can focus on
solving the problem, which may be a
breakdown in communication, to benefit
both sides of the issue.

Decision Making Ability

Leaders with negotiation skills have the
ability to act decisively during a
negotiation. It may be necessary during
a bargaining arrangement to agree to a
compromise quickly to end a stalemate.
Maintaining Good Relationships
Effective negotiators have the
interpersonal skills to maintain a good
working relationship with those involved
in the negotiation. Negotiators with
patience and the ability to persuade
others without using manipulation can
maintain a positive atmosphere during
a difficult negotiation.
1. LACKING CONFIDENCE.

Some people think it takes a

bold or brazen personality to
negotiate a deal, and others
think experience is required.
Instead, Lewis-Fernandez
says negotiations takes
tenacity and preparation.
“Before you start the
process, make sure you’ve
identified mutually desirable
terms, anticipated possible
objections, and determined
what motivators or ‘hot
buttons’ will resonate with
your opponent,” she says.
“Projecting confidence also
means having a heart,
which is often endearing
and gives the opposition a
less defensive stance.”
2. ASSUMING THAT SOMETHING IS NON-NEGOTIABLE.

When you think like a

negotiator, everything is
negotiable, says Lewis-
Fernandez, who says one of
her best negotiations was
getting her sister to get out
of a contract to purchase a
car.
“When you decide that the
terms for anything can be
changed in your favor, a
world of opportunity
presents,” she says. “Rules
can be modified if you
simply propose an ethical,
viable, and mutually
beneficial alternative
solution. Powerful
negotiators are rule
breakers.”
3. NOT BUILDING RELATIONSHIPS FIRST.

One of the biggest mistakes

individuals make in
negotiations is not getting to
know their opponent. Slow
down and make connections
with people and you’ll glean
useful information that can
be used to identify what they
value in life, what motivates
them, and what annoys
them.
“You might be surprised
how well you can leverage
what you learn through a
genuine conversation with
someone,” says Lewis-
Fernandez.
4. NOT ASKING.

It sounds simple, but the key

to successful negotiations is
asking for what you want.
Fear of rejection or the fear
of looking greedy can get in
the way. But know that
rejection will happen.
“Rejection is never
personal,” says Lewis-
Fernandez. “It’s merely a
reflection that you did not
present a viable argument
substantiating why you
should get what you want.
Your offer was rejected, not
you.”
When you get a no, it
means the other person
needs more information.
“Take heart in knowing that
people say no an average of
three times before they say
yes,” says Lewis-
Fernandez. “The only way to
master the art of rejection is
to get rejected and keep
asking.”
5. TALKING TOO MUCH.

Talking too much is a sure-

fire way to kill a deal. In fact,
Lewis-Fernandez says it’s
not unusual for a
salesperson to talk so much
about a product or service
that they talk you right out of
the purchase.
“Never underestimate the
power of silence,” she says.
“There’s an old adage: ‘He
or she who speaks next
loses.’ When discussing a
deal, if you simply stop
talking and get comfortable
with the awkwardness of
silence, your ability to win
your argument, sell the
product, or a get concession
in the negotiation increases
significantly.”
 Build rapport. Although it’s not always
feasible to engage in small talk at the start of a
negotiation (particularly if you’re on a tight
deadline), doing so can bring real benefits,
research shows. You and your counterpart may
be more collaborative and likely to reach an
agreement if you spend even just a few minutes
trying to get to know each other. If you’re
negotiating over email, even a brief introductory
phone call may make a difference. This is one
of the most valuable negotiation skills to
master.
4. Listen actively. Once you start discussing
substance, resist the common urge to think
about what you’re going to say next while your
counterpart is talking. Instead, listen carefully to
her arguments, then paraphrase what you
believe she said to check your understanding.
Acknowledge any difficult feelings, like
frustration, behind the message. Not only are
you likely to acquire valuable information, but
the other party may mimic your exemplary
listening skills.
5. Ask good questions. You can gain more in
integrative negotiation by asking lots of
questions—ones that are likely to get helpful
answers. Avoid asking “yes or no” questions
and leading questions, such as “Don’t you think
that’s a great idea?” Instead, craft neutral
questions that encourage detailed responses,
such as “Can you tell me about the challenges
you’re facing this quarter?”
6. Search for smart tradeoffs. In a distributive
negotiation, parties are often stuck making
concessions and demands on a single issue,
such as price. In integrative negotiation, you
can capitalize on the presence of multiple
issues to get both sides more of what they
want. Specifically, try to identify issues that your
counterpart cares deeply about that you value
less. Then propose making a concession on
that issue in exchange for a concession from
her on an issue you value highly.
7. Be aware of the anchoring bias. Ample
research shows that the first number mentioned
in a negotiation, however arbitrary, exerts a
powerful influence on the negotiation that
follows. You can avoid being the next victim of
the anchoring bias by making the first offer (or
offers) and trying to anchor talks in your
preferred direction. If the other side does
anchor first, keep your aspirations and BATNA
at the forefront of your mind, pausing to revisit
them as needed.