AVOID NEGOTIATING FROM THE STANDPOINT OF DESPERATION

No matter how much you desire a deal or something to work out in your favour, it's essential to avoid appearing or feeling desperate as it can weaken your position and lead to less favorable outcomes.

When you're desperate, whether it's in negotiations, job interviews, or personal interactions, you may make concessions that you wouldn't otherwise make, and you might not think as clearly or strategically as you should.

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Below are some tips to help you avoid negotiating from a desperate standpoint:

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DEVELOP ABUNDANCE MINDSET: You must have a high self worth and develop an abundance mentality. An abundance mindset allows you to see more in your life: more options, more choices, and more resources. Harvard study found that when we focus all our minds on one particular thing very fixedly, other possibilities that are right in front of us can go completely unnoticed. Start training your mind to loosen its focus and create an expanded awareness. Allow your mind to help you develop alternatives to the negotiation. If you have other options or solutions outside of the current negotiation, you'll be less desperate to make a deal at any cost.

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MAINTAIN EMOTIONAL CONTROL: Keep your emotions in check. Avoid displaying frustration, anxiety, or impatience during the negotiation; they can lead to heightened emotions, which can cloud your judgment. They can be used against you if the other party senses your desperation. Take breaks if necessary to regain your composure.

Be silent; don't rush to fill silences in the conversation. Be cautious about sharing too much information about your own situation, especially if it could be used against you. Share information strategically and in a way that benefits your position. Use your emotional intelligence and influencing skills.

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BE CONFIDENT AND MAINTAIN A STRONG POSITION: Highlight the value you bring to the table and how it aligns with the other party's goals. Do it with confidence; If you appear weak or unsure, the other party may try to take advantage of your desperation.

Project confidence in your stance and the value you bring to the table and demonstrate a clear understanding of their interests can strengthen your position. Confidence can make the other party perceive you as a strong and capable negotiator. If you have any leverage, such as alternative options or key information, use it strategically to find common ground. If you need to shift ground, make sure u let the other party know what it costs you and be bold to ask for a concession on their part for your own shift.

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UNDERSTAND YOUR BATNA: One of the key things we need to master in negotiations is your own BATNA and that of other party! BATNA is your Best Alternative to a Negotiated Agreement. In order words your Reservation Price + other issues that make you want to do the deal (opportunity costs, switching costs, ego, miscellaneous preferences etc.). use it as a benchmark to evaluate the offers on the table.

The other party's reservation point is one of the critical pieces of information you need in a negotiation which takes time and skilled effort both before and during negotiation to get. Research the situation, understand the facts, and gather as much information as possible about the other party's position and interests. The more you know, the better positioned you are to negotiate from a standpoint of strength.

Pay close attention to the other party's words and body language. Understanding their needs and concerns can help you tailor your responses effectively.

You must be willing to walk away from the negotiation if the other party's offer doesn't meet your minimum requirements. If the current negotiation doesn't meet or exceed your BATNA, it might be best to walk away. This signals that you are not desperate to make a deal at any cost and it can give you more negotiating power.

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AVOID MAKING THE FIRST OFFER: Except you know the BATNA of the other party, you should avoid making the first offer, cos you might unknowingly be giving away some of the bargaining zone.

If you allow the other party to make their offer first, it helps you gather information about their position, priorities, and expectations. It gives you Anchor advantage as it you have the opportunity to negotiate from a more advantageous position.

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DON’T NEGOTIATE WHEN YOU ARE HUNGRY: A new research that Cornell University professor Emily Zitek and Dartmouth College professor Alexander Jordan presented at the annual meetings of the Academy of Management in August suggested that one should even eat before going for negotiation because the feeling of real hunger in our system makes people to have a sense of entitlement which comes with numerous consequences, most of them negative.

When people are hungry, they tend to be focused on their own immediate needs which could cause them to be desperate, behave selfishly and unethically, have difficulty taking the perspective of others and also are more likely than others to be dishonest. Consequently, they may have trouble focusing on anything else or especially the needs of others, thereby losing the big picture and loosing out of a good deal.

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LASTLY, DON'T BE LIKE ESAU: Esau was starved and showed his desperation for food, Jacob saw his hunger and took advantage of it!

Do not Negotiate when you are very hungry and never appear to be desperate so people don’t take advantage of you and you sell yourself very cheap!

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- abiodun adetula