1 Simple Negotiation Skills Method That Will Immediately Produce Better Negotiation Outcomes
There is one simple negotiation skills method that can be used by anyone to immediately and positively influence their negotiation outcomes. This technique is to always (yes always) exaggerate your expectations at the negotiation table.Henry Kissinger, the famous American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a famous quote referred to in both negotiation training and sales training courses. There are numerous grounds why it is important for you to begin with high aspirations when you engage in negotiations:
1. Research has confirmed that high objectives will regularly outdo low aspirations. Many refer to the fact that if you want to hit the moon, you must aim for the stars. You will be surprised by the value of something so straightforward. Many of my clients are very happy when they understand that they can realise much more from their deals by simply requesting more!
2. Having high aspirations will allow you to 'anchor' the deal around your goals. It is far better 'anchoring' negotiations around your aspirational level rather than your minimum acceptable rate. Having high aspirations convey self-assurance and acts to emphasize the quality of your suggestions.
3. Perhaps most critically, having high goals will allow you the room to be flexible in your negotiations. Research tells us that almost everybody equate their achievements at the negotiation table with their opportunity to get concessions from the other side. The reality is that the other side will have no incentive to be flexible or to make allowances to you if you are not willing and able to grant allowances to them.
Therefore, if you do not permit yourself some 'room to move' then you risk coming across to the other side as somebody who is uncompromising and unwilling to make concessions. Please note that I am NOT proposing that you open your negotiations with elaborate and unworkable demands. Your opening offer must show a level that is realistic and that you are able to rationalise using a good, factual argument. It can be high risk using unrealistic demands and offers as your counterpart may well decide not to deal with you at all.
I once worked with a large multi-national business who used a tactic of 'the price we demand is the only price we sell at'. As they are a well recognised and old company in America, they have become known as the type of organization that has a conservative method to business and have learned to live with this approach. However, when using this approach in Poland, the company realised that they were being seen as being uncompromising by the other side because they would never budge on their prices.
In Polish business culture this method was not acceptable and they found it very difficult to finalise agreements in the Polish market place. The simple remedy was for them to ask for a little more than their regular prices so that they could allow clients the chance to negotiate with them and to gain some allowances from them. This method proved to be very successful for them.
Of course, bear in mind that 9 out of 10 times your counterparty's first offer will be an ambitious goal, not their minimum anticipated results. This means that you should never accept any first offer that is made - you must always negotiate!
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