Usually, this is a person with bigger physical appearance, louder voice, and/or higher status. This guy will try to scare you. If you can defend yourself, this guy will go to plan B -- Be nice. He wants to be nice to you, because he wants the deal to work. This is because if the deal worked out, he would deem himself as still in control. You may try to raise your voice and intimidate the other side. But be careful. If the other side isn’t intimidated, they might get angry. You may have difficulty in negotiation from that moment on. Also, if you use it a lot, it may damage your reputation.
You may try to raise your voice and intimidate the other side. But be careful. If the other side isn’t intimidated, they might get angry. You may have difficulty in negotiation from that moment on. Also, if you use it a lot, it may damage your reputation.
“You always have negotiation power, if you can force yourself to walk away from a deal, either temporarily or permanently.”
Sometimes, negotiation will create deadlock. You need to calm them down and be open-minded. Then, invite him to listen to your ‘alternative’ that both of you can live with. For example, if the other side want $100,000, you may ask ‘how about $20,000 for five consecutive years?’
These are two main types of knowledge in negotiation. Actual knowledge is what you actually know. It sharpens your edge in any negotiation. You need this knowledge to support your position. And, you need this knowledge to find out weaknesses and strengths of the other side. Apparent knowledge, on the other hand, is pertained to aura of legitimacy. If people believe that you are an expert, they will believe you, even if you are actually not an expert. You can explicitly claim to be an expert, or you can implicitly using buzz words in order to make the other side think that you know what you are talking about. And, perhaps most importantly, be confident in what you are doing.
“People are inclined to give you the benefit of the doubt until they have compelling proof to contradict that belief.”
Once human becomes friends or enemies, it is virtually impossible to change. So, make friends and avoid making enemies. Again, in any negotiation, do not focus on the deal. Focus on building a long-term relationship. Begin the negotiation by talking to the other side. Find what they need. Try to satisfy what both of you can live with.
Speed up and slow down when the other side is going too slow or too fast. Do not be shy to react. You obviously don’t want things to go too slow. You also need to time to gather information, analyze data, find a way to satisfy both sides (not just the deal). Make sure that your timing is reasonable. But when you are not sure whether you should go slow or fast, go for slow.
A lot of negotiators start off by making promises, especially promises about money. But it’s better to build up trust and good relationship. Negotiation can wait. Do not rush. Be interested in the other side, not just the deal. Spend time learning about them. Once you earn their trust, things will go much easier.