“7 Easy Negotiation Tactics That Lead To More Success Faster”

“Negotiation success doesn’t have to be difficult; occasionally, the simplest tactics lead to greater success.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you know how to use negotiation tactics that lead to faster success? Good negotiators are aware of these negotiation tactics.

If you would like to negotiate more effectively while achieving better results, use the seven easy negotiation tactics that follow. They will lead you to more successful negotiation outcomes.

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1. Negotiation Planning/Research

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Why This Tactic is Good:

Negotiation planning allows you to uncover little aspects about the opposition that may alter the strategy you create for the negotiation. Plus, it enables you to better direct the flow of the talks.

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When to Use:

Before the negotiation begins.

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Pros:

- It increases your confidence.

- Enhances ability to make informed and better decisions.

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Cons:

- It could be time-consuming. Balance the negotiation plan and time development based on the importance of negotiation.

- May lead to data overload.

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Take-Away:

Good planning creates the foundation for successful negotiations. It enhances your readiness to negotiate.

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Three-Tier Application:

Prepare three levels of information:

1. Basic facts (i.e., generic).

2. Intermediate insights (e.g., when information is more pertinent to the talks).

3. Advanced analysis (e.g., information opposition would not expect you to know).

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2. Rapport Building

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Why This Tactic is Good:

Building rapport can create trust and allow negotiators to feel comfortable with one another, and less tension in the talks can lead the opposition to make more concessions. ?

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When to Use:

Use at the beginning of the negotiation. It can set the tone for favorable interactions surrounded by trust.

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Pros:

- Builds on reliability and positive interactions.

- Promotes candid exchange of information.

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Cons:

- May shift focus to unnecessary points.

- If done ineptly, it may detract from intent.

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Take-Away:

Rapport-building can create an atmosphere of cooperation, leading to more significant conclusions.

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Three-Tier Application:

Prepare three levels of information:

1. Informal (i.e., light chat about interests).

2. Professional (i.e., deeper discussion about mutual interests).

3. Personal (e.g., to evoke sincere personality to invoke passion).

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3. Listening Actively

Why This Tactic is Good:

You can gain significant insight about the other negotiator by actively listening. In particular, observe the emphasis on words and pace of speech.?

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When to Use:

Employ active listening throughout the talks when the opposition is speaking.

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Pros:

- Creates the perception of interest.

- Gain insight into counterparts’ perspectives.

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Cons:

- Entails focus.

- Can become challenging per when to interrupt.

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Take-Away:

Active listening is critical for uncovering information.

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Three-Tier Application:

Prepare three levels of information:

1. Basic (i.e., supportive and encouraging).

2. Clarifying (e.g., when posing questions for amplification).

3. Reflective (e.g., restating to acknowledge understanding).

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4. Using Silence

Why This Tactic is Good:

Silence makes some negotiators uncomfortable. In that state, they may disclose important information.?

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When to Use:

Use it whenever you wish to appear more reflective or suspect something is misaligned.

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Pros:

- Promotes the other negotiator to talk.

- Can unearth hidden information.

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Cons:

- Can create tension.

- May impede negotiation progress.

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Take-Away:

Silence may alter a negotiation’s flow while delivering information a negotiator may not have disclosed otherwise.

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Three-Tier Application:

Apply silence in three phases:

1. Brief pauses (e.g., after making a point).

2. Longer pauses (e.g., after offering counterproposals).

3. Extended silence (e.g., to subliminally cast points more firmly).

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5. Anchoring

Why This Tactic is Good:

Anchoring establishes a beginning mental point about the value of what negotiators are discussing, creating a value perspective for both sides.

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When to Use:

In the beginning, create it to set a value proposition - during negotiations to reposition perspectives.

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Pros:

- Positions expectations.

- Can expose less talented negotiators per their lack of experience.

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Cons:

- Offer may be rebutted as unreasonable.

- Could expose negotiator’s vulnerabilities.

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Take-Away:

Using anchoring can improve your negotiation position, but you must use it skillfully. Strategic anchoring can guide the negotiation towards favorable terms.

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Three-Tier Application:

Anchor offers at three levels:

1. High anchor (e.g., to set expectations – may cautiously be done beyond expectations).

2. Moderate anchor (i.e., contrast between high and low anchors).

3. Low anchor (e.g., to set expectations by highlighting negative aspects).

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6. Negotiation Framing

Why This Tactic is Good:

The delivery timing of information and the framing of it impacts its perception and the negotiation flow, making offers appear more or less favorable.

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When to Use:

To reposition an offer or counteroffer to enhance or decrease its perceived value.

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Pros:

- Control value perception of offers.

- Heighten focus on subject matters.

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Cons:

- Can lead to one-upmanship.

- Might be perceived as overly calculating.

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Take-Away:

Framing can clarify and set expectations.

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Three-Tier Application:

Three perspectives to frame offers:

1. Positive framing (e.g., to illuminate advantages).

2. Comparative framing (e.g., to contrast options).

3. Negative framing (i.e., highlighting worst-case scenarios).

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7. Making Concessions

Why This Tactic is Good:

The timing and delivery of concessions impact the negotiation and the offers accepted. Make concessions slowly, and have the other negotiator feel they earned what they received.?

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When to Use:

Strategically throughout the negotiation.

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Pros:

- Can improve position.

- Can create reciprocity.

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Cons:

- Can weaken position if not applied skillfully.

- Misapplication can lead to losses.

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Take-Away:

Concessions can be a potent negotiation tactic if used strategically.

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Three-Tier Application:

Make concessions in three stages:

1. Initial concessions (e.g., positioning for greater gain later).

2. Intermediate concessions (i.e., give one, get one).

3. Final concessions (e.g., make significant ones to close the deal).

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Reflection

The seven negotiation tactics I have outlined will allow you to enhance your negotiation effectiveness and achieve more successful outcomes. Combining the Three-Tier Application concept within each tactic adds depth and flexibility, further driving negotiation success faster. And everything will be right with the world.

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Remember, you’re always negotiating!

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Listen to Greg’s podcast at https://megaphone.link/CSN6318246585

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After reading this article, what are you thinking? I’d like to know. Reach me at [email protected]

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