Negotiation tricks for successful negotiations
Negotiations are an everyday occurrence, whether at work or at home. Sometimes it’s about the next pay rise, sometimes it’s about who will clear out the dishwasher. People like to cheat and manipulate, which is why we would like to present the most popular negotiation tricks today. Whether you use them yourself or just want to see through them, here they are.
Negotiation is also always manipulation
Forty years ago, psychologists came to the conclusion that we all use manipulation techniques, always and mostly unconsciously. This behavior can already be observed in babies, who cause their parents to give them food by crying loudly. Parents in turn manipulate their children through rewards or punishments so that they adapt their behavior to their parents’ wishes. And ultimately, manipulation also takes place in love and in partnerships, through expressions of love or withdrawal of love. What sounds so strict and calculated up to this point is merely behavior that is interpreted as manipulation in psychology, whereby most of these cases happen subconsciously. At no time does the baby think about actually manipulating the parents in an awkward way – it is in its nature to make itself loudly known when it is lacking something. In this case, manipulation can simply be interpreted as the will to survive. Manipulation is therefore not as bad as it is interpreted in everyday life. This brief definition should be kept in mind in order to master negotiation techniques.
But the negotiation we are talking about today is not something that happens subconsciously.
Negotiation is an art that needs to be learned if you want to achieve something. This requires a wealth of experience, social skills and the appropriate methods. These are all things that can be acquired or learned up to a certain point.
The best negotiating tricks
The so-called BMI strategy, which is made up of bonding, mission and influence, outlines what is important when negotiating. According to negotiation experts, this formula can be used to achieve targeted success:
Bonding: This is the process of gaining trust. Only those who are trusted can retain people well. At the same time, you should find out as much information as possible about your counterpart. Once you have the right information and have built up enough trust, an opinion can be influenced and even changed. This bonding process can take a few minutes or even several days.
Mission: Once trust has been established and the bond has been formed, you should steer the conversation towards your mission, for example the salary increase.
Influence: Only now can you use the tactics of influence, which are best approached in small steps. One such influencing tactic is anchoring, where you name a specific amount in the case of a salary negotiation. This amount is then used as an anchor, a reference point for the negotiation.
Anchoring…
- Allow for sufficient preparation
A successful negotiation often depends on the timing: how much time do you have to prepare information and arguments? If you go into a negotiation prepared, it is more likely to be successful. What you should avoid if possible are spontaneous, surprising negotiations.
- Seeing through the eyes of the negotiating partner
You should not only consider your own point of view during a negotiation. If you understand what your negotiating partner wants, you can both leave the room with a good result.
- Ask as many questions as possible
The advantage here: Asking questions provides information and also leads the conversation, allowing you to steer the direction of the negotiation.
- Defining the mindset
Here it is important to have worked out with yourself in advance where your pain threshold lies. How far are you prepared to compromise in order to still leave the negotiating table satisfied?
- Importance and topicality
The more important and topical an issue is, the more urgent it is. Therefore, when negotiating, make sure that the topic has both attributes.
- Stay on topic
Don’t distract and don’t let yourself be distracted is the motto here. Distraction is nothing more than a negotiating trick that is often used. Professionals and we don’t fall for such tricks.
- Do not make a concrete offer
A negotiation will be more successful if you offer a range from X to Y without giving a specific figure. This gives both parties room to maneuver, which is the basis for a good negotiation.
- Say no
Instead of giving in to the pressure of having to achieve a result in a negotiation, you can also learn to say no. It’s better to take a concrete position than to make concessions that you don’t want to make.
- Playing with open cards
Sometimes you can’t make compromises or decisions all by yourself, you can admit that. Then your negotiating partner can adjust to this honesty and knows where it is better not to probe further because it simply won’t help. This is how you protect your reputation. Never resort to lies, as they could ruin your reputation very quickly.
What mistakes should be avoided?
You can’t really go wrong if you follow these tips. But if there is one thing you should avoid, it is, as mentioned above, getting involved in a surprise negotiation.
Preparation is an important cornerstone for a successful negotiation. In addition, you should not compromise too quickly. A negotiation is designed to give you enough time to talk, investigate, argue and inform. Phrases such as “Let’s meet in the middle” or “What amount would you accept” should be avoided completely. You can often recognize a layman by this and it usually costs money. Other mistakes that should be avoided at all costs are
- Do not pay attention to his appearance
- No steadfastness in conversation
- Do not listen
- Don’t let them talk to you
- Raising your voice
- Talking/acting disrespectfully and rudely
- Going into a conversation ill-informed