In life, you will not get what you want, but what you successfully negotiate.
Maybe you're in business or sales, or maybe you just want advice for everyday life. I am revealing three secrets to be successful in negotiations and thus get what you want.
SUCCESSFUL NEGOTIATION TIP #1 - Start with NO
Instead of starting with the idea, "I have to close this deal, I have to close this deal..." if you start with NO, the pressure goes away. That way, you don't get too carried away and you don't create unnecessary tension for yourself that would only hold you back. Realize that it is within your power to simply let go of that negotiation.
The moment you say: "You know what, it would be nice if we did this deal, but I'm totally fine with nothing happening," you will automatically make a better impression on the person you're negotiating with. You are not desperate, but here to find a compromise solution that is great for both you and them. And that is very, very good. So in your head first think NO, none of that and what does it matter.
TIP FOR SUCCESSFUL NEGOTIATION #2 - Find the hidden motive
What motivates the person in front of you? Maybe she herself will tell you that she wants this or that, but that is not the point. Go deeper, discover the motives behind everything he says. What is the goal behind her goal?
Take the time to do a little research or just ask her (if you know how to ask the right questions). You can also get information from people around her. What pushes her "buttons"? Do your homework well. In negotiation, the one who researches the other person more has an advantage.
SUCCESSFUL NEGOTIATION TIP #3 - Shoot high
Imagine that you are negotiating a certain deal.
- I want this.
- Can not.
- Then I want this.
- Can not.
It becomes a fight for one thing, and it boils down to Yes or not. So when you're looking for something, shoot high. Let's say you want to get three things out of that negotiation. Then don't ask for three things, but ask for five or ten. If you ask for 10 things, your interlocutor will tell you that you are crazy, that there is no way. And you will be in the mood: "Um... Well then, how much can you offer me?". He will say that he cannot give you 10 things, but he can say 3-4. Perfect! Because that's exactly what you wanted from the beginning.
When you shoot high you leave some room for bargaining. In the beginning, you know that you will not get everything you ask for, but you will be satisfied when you get half or a third. It is important that you practice it well, that you bluff well. At the same time, you have to trust that you're not asking too much because you're greedy or anything like that. You just want to grab the best opportunity, don't you? Everyone wants the best opportunity. When you do your research well, when you discover their motives - then you can create a win-win situation for both of you.
A mistake that many people make in the beginning is that they try to come out of the negotiation as the winner, and the other side comes out as the loser. Maybe you will succeed if you are powerful enough, but there is one problem: people will not come back to you. They will not want to do business with you again. That victory is actually short-lived, not long-term. You certainly won't get good recommendations from them.
There is no need to be too firm and aggressive. When you are in a position to be calm and relaxed, and not to fret over every little thing, when you don't need to win all the time, but to find compromise solutions - then you will achieve much greater success. Everyone should come out of the negotiation as a winner, not just you. That way, you'll feel good about yourself, and when you feel good, you're more likely to close another deal, and another, and another.
Finally, I would just like to add that the combination of these three secrets reads: Always aim for a win-win solution.
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Source: youtube.com/DanLok
