A lot in our life, both at work and outside the office, depends on the ability to negotiate. Not everyone can boast of an innate ability to build a dialogue and convince opponents, but, fortunately, psychologists identify a number of tactics that absolutely everyone can learn to use.
First of all, we must remember that communication is the basis of any negotiation. Whoever you had to talk to – clients, partners, boss, when applying for a job, etc. – demonstrate seriousness, responsibility for your words and knowledge of the subject of the negotiations. Below we will look at some more specific tips that can help you in difficult situations.
Study your interlocutor
Of course, the most important thing in business negotiations is a thorough knowledge of the issue, the ability to reasonably state your point of view. However, it is often the knowledge of who will listen to you that helps you build your dialogue strategy in the most productive way. Think about what the other party really needs and explain clearly what benefits she can derive from your proposal.
Meeting point
If you yourself can choose a meeting place for business negotiations, then this is clearly not the point on which to save money. The meeting room should be reasonably elegant and comfortable and decorated in an appropriate style. For example, remember the solid interiors of a bank. Nothing should distract or annoy your interlocutors.
It is best to conduct negotiations in the office, in a separate meeting room, so that nothing distracts from the process
In addition, business etiquette states that negotiations are best done either in your office or in neutral territory. It is believed that the party that is ready to come is obviously in a less advantageous situation as the most interested.
Language of the body
The way you hold and move often influences the negotiation process much more than we would like. Psychologists note that the impression a person makes on the interlocutor depends 50% on body language, 40% on intonation, and only 10% directly on the spoken words.
To find out how you are doing with gestures and facial expressions, it makes sense to practice at home in front of a mirror or record yourself on video
Start with how you sit or stand. A confident person keeps his head held high, while a lowered head is perceived as a sign of weakness. Leaning forward during a conversation is showing excitement, but a person leaning back in a seat can show superiority, trust, or even boredom. Looking directly into the eyes is more conducive to dialogue than looking to the side, which can be a sign that a person is feeling uncomfortable. As for intonation, psychologists advise you to speak lively and dynamically, but without aggression in your voice.
First step
Psychologists unanimously argue that it is better to be the first to offer during negotiations, and also – when it comes to money – slightly above the level that you really expect. Being the first to speak up puts you in a better position, and if the other person wants to lower the amount, you can concede by showing flexibility. This is much easier than trying to raise the lower figure voiced by the other side.
Figures and facts
Any speech looks more convincing if you provide accurate facts and figures in your story. Instead of 'huge sales growth' use '44% sales growth', use specific titles, metrics, results. If appropriate, you can back up your words with a visual presentation or infographic.
Using beautiful presentations may seem like an unnecessary whim, but they work – they hold people's attention much more effectively than regular speech.
Mirror effect
Another well-known, but still working, psychological technique. It has long been known that people tend to trust more those who are like them. This is easy to achieve: try to 'reflect' your interlocutor. Take a similar posture, adjust to the pace of his speech, repeat the phrases and gestures he said. This will help you create a more trusting atmosphere and are more likely to achieve the desired negotiation outcome.
Sense of humor
Finally, don't forget about such an important thing as a sense of humor! Of course, seriousness and professionalism are important in business negotiations, but often it is a well-made humorous comment that helps create a more relaxed atmosphere that is conducive to mutually beneficial dialogue. In the end, negotiations are primarily communication between ordinary people who are not alien to anything human!
Business negotiations will not turn into a holiday, but slightly defusing the atmosphere is usually beneficial
Conclusion
Negotiation is not necessary (or even rare) an innate talent. Most successful businessmen, executives, and managers have developed this skill gradually, through trial and error. Before important negotiations, try to gather more information, think about what you will say, and of course, do not forget that the way you look and behave plays a big role. Good luck!
