Negotiation Tips – Apply These Tips on Negotiation and Prosper

I took hours out of my day to share these negotiation tips with you, and I while I hope you appreciate the effort, I hope more that you APPLY these principles and tips on negotiation (just not if you ever negotiate with ME ;) ). Either way… maybe I will just go ahead and save the best few tips on negotiation for myself…But here’s a few of the many great negotiation tips I’ve learned and observed, as well as used and had used on me.

Negotiation Tips

16. He who mentions numbers first loses.

17. After a long negotiation if and when you push too hard and they come back with “At this time we have decided to disengage from any further negotiations with you on this deal”…I learned the hard way that you can ONLY regain the upper hand if you don’t respond at all. At ALL. Don’t do it. Put the phone down. Don’t hit send on that email. Give the stamps a break. Wait. Just let it simmer.

18. Use what negotiation tactics people use on you to get better. For instance, use “At this time we have decided to disengage from any further negotiations with you on this deal”- unless they read this post they won’t no how to deal with it. If they need the deal more than you do, they will acquiesce and come back to the table willing to give you more.

19. Storm out of the room. In a controlled manner. Don’t actually be mad. If you’re mad you’ve lost control. Don’t lose control, just let them know that something was so unacceptable you would rather be gone than consider it.

20. If you slam a shoe down on the table, make sure you’re still wearing two shoes (or it will looked contrived). Yes, that’s a famous negotiation tip and one many will remember being used by the Soviet leader Kruschev on the world stage

21. Don’t try to be someone you’re not. There are different negotiation styles. Find yours by trial and error. Not all of these negotiation tips will be best for you. Some are me, others are not, find what works for you.

22. Team up with someone who complements your negotiating style; they call it good cop bad cop for a reason. Two good cops don’t push hard enough and two bad cops push too hard.

23. Control your body language. This is one of the simplest tips on negotiation to mention, but one of the hardest to explain. And even harder to master. But it’s that much more powerful if you can, because so few can truly do it.

24. Watch their eyes. The eyes are windows to the soul.

25. Learn to use leading questions, that prompt the other person to give the response(s) you’re looking for.

26. Tell them what’s going to happen next: “here’s what we’re going to do…”

27. Understand Ziff’s Principle of Effort (when someone has time invested into a deal in a considerable amount they will work harder- i.e. give more to you– than risk losing the deal)

28. Use the salami technique. Get what you want in small, incremental slices.

29. Be the first to put it on paper. You control the language. It’s what’s on paper that will matter most in the end.

30. If they want to use their contract, let them! We will use my addendums. ADDENDUMS SUPERSEDE THE MAIN AGREEMENT.

Effective Negotiation Skills

1. Be an alert negotiator. A successful negotiator must be assertive and open to challenge everything. Skilled negotiators know that everything can be negotiated. Challenging is not synonymous with refusing all the offers given by an opponent. All offers must be analyzed separately. You must ask the right questions when an offer is given. This implies that you have to be critical about everything you read in the newspapers and see on television. You will not be able to negotiate if you cannot challenge the validity of the information exposed by your opponent. Being assertive means that you need to ask the right questions in order to gather all the information you need to know. You are also not willing to always “no” for an answer. Train yourself to hide your feelings of anxiety or anger. Let others know what you want without feeling threatened. Train yourself to use “I” messages. For example, change “I do not want you to do that” into “I feel uncomfortable when you do that.” Realize that there is a big difference between assertiveness and aggressiveness. You need to become assertive when you defend your own interests while respecting the interests of others at the same time. If you do not show consideration in the interests of others, you will look aggressive. Assertiveness is part of effective negotiations.

2. Be a good listener. A good negotiator is like a detective. They often ask probing questions and then listen. The other negotiator will inform you about everything you need to know; the only you have to do is listen. Many conflicts can be solved easily if we try to learn to the words of others. We all much too often busy speaking and forget to listen to the words of others. You can become an effective listener by letting others speak. Follow the 70/30 rule: 70 percent of the time is used for listening and 30 percent for speaking. Stimulate the other negotiator to speak with open questions: these questions cannot be answered by simple “yes” or “no.”

3. Be prepared. Acquire as much as possible information related to the negotiation at hand. What are their needs? What pressures are they experiencing? What kind of options do they have? Knowledge about all these will strengthen your position when facing the “opponent.” In short, the more information you have, the more prepared you will be for the “war.”

4. Set a high target. Good negotiators will set a high target to get the best out their negotiations. If you expect to get a lot, you will end up with a lot. A good negotiator is always optimistic. All sales persons usually ask for more than what they expect and all buyers will offer less than what they are willing to pay for.

5. Always be patient. If we want to persuade someone, we must be flexible with the time we have. Our patience will be advantageous if the other negotiator is in a hurry. Always thin rationally. Do not be reckless in making important decisions. This will have a big impact on your future.

6. Focus on satisfaction. Help the other negotiator to become satisfied. Satisfaction means that their primary interests are fulfilled. Do not confuse the primary interests with their desires. Try to accommodate their needs.

7. Do not make the first move. The best way to find out the aspirations the other negotiators is to persuade them to make the first move. The might be asking less than you thought. If you start with an initial offer, you might be offering them more than they need.

8. Do not accept the fist offer. If accept the first offer, the other negotiators will think that they have won. They will be more satisfied when you refuse to accept their first offer. If you say “yes” to their first offer, they will think that the have successfully pushed you to the limits of your abilities.

9. Do not make easy concessions. If you make concessions, try to get the other negotiator to also make concessions in exchange. “I shall do this if you do that.” This tactic will usually make your opponents uncomfortable. They will think that you are smart and have a strong position.

10. Do not hesitate to back off. Do not negotiate without options. Prepare yourself for the worst outcome. Prepare several options as alternative strategies you have during the negotiations. This will give you the chance to think and reconsider the offers of your opponents. If you lose, you can at least say to yourself that you have done your best in the negotiation process.

Leading and Managing – 5 Golden Rules For Presenting Technically Complex Information

If you are part of a profession or area of an organisation that is or is at least perceived to be complex, it can be challenging when it comes to presenting information. For example, when I worked in accountancy, there was a perception that it was really complex and in some cases people had a phobia when it comes to numbers. So what are some of the golden rules when it comes to presenting technically complex information?

Golden Rule 1: Think first about the audience

Chances are you will have some people who are pretty comfortable and complex receiving presentations from people in your area. When thinking about the audience, consider what it is they definitely need to know as opposed to the stuff that would be nice to know. When dealing with complex stuff I generally have found that the more you focus on the key stuff the less likely you are to lose people.

Golden Rule 2: Think about something similar that people can relate to

I generally found that if you can relate the thing you are presenting to something that people can relate to then it becomes much easier. I can recall when working in the NHS I had to explain a new funding system called payment by results. Essentially you were paid for the work you did and coded. I used the example of scanning your shopping to illustrate the similarity with coding. If the item does not get scanned the seller does not collect the money.

Golden Rule 3: Keep it jargon free

We all tend to get caught up in the jargon that goes with our particular area. If you are going to use technical terms then make sure you explain them but ideally avoid them all together.

Golden Rule 4: Focus on the key messages

People can only handle so much at any one time so focus on getting your key messages across. If for regulatory or other reasons you need to make people aware of certain things give them a handout and make reference to it in your presentation.

Golden Rule 5: Check understanding and leave plenty of time for questions

With complex stuff less is better than more. At the end make sure that people have understood and build in more time for people to ask their questions.

Bottom Line – Presenting technically complex stuff presents its own challenges and practice really does make a difference.