| How to
Negotiate and Win … Against Stronger Opponents
What happens when you don’t
have negotiation experience and there is a big opportunity
to get a large contract, turn something into a successful
deal, or take advantage of a situation that could
prove to be very positive? What happens when these
opportunities are complicated because the individual
or source possesses greater negotiation skills than
you? You may think to yourself, “I don’t
know a lot about negotiation strategies, tactics,
or how to read and interpret body language. What should
I do?” You can get help from people you know
to be valid, full of negotiation ideas and have led
others to countless successful outcomes when negotiating.
This lesson offers some tips for success.
There are so many thoughts, and
questions that occur when people negotiate. Be prepared
to answer questions, such as …
• What did that wink of the
eye, or other body language gesture/action mean?
• Why is she getting upset with me? Is that
a tactic?
• How can I make him understand that I’m
on his side? We’re both on the same team, but
I really need what I’m asking for?
• What do I have to give in order to get what
I want?
• I’m not playing games with them; I wonder
why they think I am?
When you negotiate with strong opponents,
the person astute at using the appropriate tactics
to combat certain strategies will possess a stark
advantage.
Try these suggestions if you find
yourself in situations where you’re negotiating
with strong opponents and they insist on the negotiation
continuing …
1. If possible, postpone the negotiation
for as long as it takes to get additional resources
on your side, and find a way to neutralize the other
side’s advantages. This can be an hour, a day,
a month, or whatever you can get away with. If you’re
in such a situation, use any excuse to get out of
the environment, ASAP. The longer you stay in the
environment the more likely that something negative
will occur.
Note: Once I was in a negotiation
situation in which our opponents were using their
cell phones to receive additional information via
text messages during the negotiation. Once I observed
this, I requested a break. I suggested to my client,
on whose behalf I was negotiating, that we ask to
have all cell phones left outside of the negotiation
room. The other side initially balked at the request,
but after we made it a stern demand, they acquiesced.
In essence, we took a source of information, which
was an advantage for them, from them, which placed
us in a better negotiating position.
2. If you realize you’re up
against a stronger opponent and she expresses an interest
in reaching an equitable outcome, acknowledge her
skills. Play to her sense of fairness. By acknowledging
her superiority and stating that you are sure she
wants an outcome that is fair to both sides, you can
both achieve an outcome that will be equitable. If
this fails, appeal to her sense of mercy. If you can’t
postpone the negotiation and you can’t ask for
mercy and you have to go through with the negotiation,
take your lumps and consider it a life lesson learned.
Just make sure you don’t have to repeat the
lesson in the future.
With a recession most likely on
the horizon in the United States, one that will impact
the world, the time to enhance your negotiation skills
is now.
Always remember; when we intend
to do things, who we are, and what we want, is in
our mind. Until we take that intention from our mind
and commit it to action, it lies dormant.
If your negotiation skills have
not been vetted, prepare for a future opportunity
by positioning yourself with knowledge. As the cliché
goes, in times of peace, prepare for war … and
everything will be right with the world.
The negotiation lessons are …
• Don’t be like the man that stepped off
a 40- story building. As he passed the 10th floor,
he said, “Everything is okay so far.“
Get the assistance you need before you encounter a
situation that could be worse. Don’t put off
enhancing your negotiation skills.
• Keep in mind you need valid
answers and input when negotiating. Don’t allow
ineptness at deciphering the correct non-verbal signal
or tactic to impede your success. Seek knowledge on
how nonverbal language affects negotiating success.
Don’t be blind to the value of being able to
read body language and acquiring stronger negotiation
skills. If you increase your skills, there will be
times when you will see windows of opportunities that
are hidden from your opponent.
• Recognize there are several
tactics you can use when negotiating against a stronger
opponent, such as postponing the bargaining, complimenting
the other person on her skill, stressing the need
for an equitable outcome, and asking for mercy.
{c} MMVII Greg Williams (The Master
Negotiator), All rights reserved.
by Greg Williams - The Master Negotiator.
If you’d like more information on how you can
become a savvier negotiator, click
here to checkout Greg's new book, “Negotiate:
Afraid, ‘Know’ More.”
Please visit Greg's website at http://www.TheMasterNegotiator.com
for additional information and negotiation resources
for individuals and businesses.
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