Taking part in interesting projects, winning tenders and finally signing contracts with contractors - these are just a few of the goals of any entrepreneur. In order to achieve them, negotiating skills are needed. It is worth remembering that it is the course of negotiations that determines the direction in which the company will develop. Besides, learning a few effective business negotiation techniques will allow us to gain an advantage over our competitors. What should you know about the art of negotiation? Find out by reading on! 
The concept of negotiation - what is diplomatic bargaining?
Meetings with other businesses or clients can be stressful - especially when you are trying to win an important contract. However, it does not have to be this way. The secret is to be properly prepared, so that you can feel much more confident and manage your nerves. Spontaneous action rarely works in business, which is why mastering negotiation techniques is so important. Negotiation is simply a two-way communication process aimed at reaching an agreement and finding solutions that are good for both parties, which can sometimes be difficult. Those negotiating present prepared arguments as well as their expectations. If a conflict arises or a proposal is rejected, they try to work out a compromise together or look for another optimal solution - without imposing only one position. A successful negotiation takes place when both parties are satisfied with the meeting.
Negotiation in business - what do you need to know about it?
There are industries where contract negotiation is virtually non-existent - the terms of cooperation are always clear and imposed from above. Nor can we afford to bargain diplomatically in every business situation - especially when our counterparty has a much larger company than we do. However, if we want to negotiate, we need to ensure that we have a solid foundation first and foremost: proper, meticulous preparation for the meeting will be important. How should it look? What specifically should we pay attention to? The following points will be important:
- familiarise yourself with the current market situation,
- knowing your own offer very well (you need to be aware of its advantages, but also of its disadvantages),
- empathise with the counterparty - we should try to anticipate when they will agree to make concessions,
- considering which points in the agreement we care most about (setting a minimum target and allowing for possible concessions on other points),
- creating alternative solutions - in case we do not reach an agreement with the other party.
It is also worth remembering that business meetings should always take place in a pleasant, friendly atmosphere and in comfortable conditions. Then it will be much easier to agree terms and conditions that are beneficial to all involved in the negotiations.
Types of negotiation techniques
Now that we know that proper preparation is the foundation of negotiating, it is time to learn some effective techniques to achieve your goal. Here they are:
-
Negotiation technique: "aim high"
At the very beginning of the meeting, it is a good idea to present high expectations to the counterparty - then we have room for possible concessions. In addition, we give ourselves the chance of an unexpected success - perhaps the other party will immediately agree to the proposed conditions. In this method, it is about anchoring the level of the offer in the counterparty's perception, which changes the perception of the product or cooperation in question.
-
Negotiation technique: "don't agree to the first proposal".
If we want to become a real negotiator, we should never accept the first proposal presented. Why? Then there is no room for a sense of satisfaction with the concessions and no negotiation really takes place. After the meeting, we will feel unsatisfied because, after all, if it went so easily, we could have tried to get even better terms.
-
Negotiation technique: "slowly and increasingly less"
Once the counterparties have made their offers known, the presentation of expectations begins. The other party wants to force us to make concessions in order to gain as much as possible. The best way to do this is to use the 'slowly and ever so slightly' method. The idea is that the first compromise should be significant, which shows our openness and goodwill. Subsequent reductions, however, must be smaller and smaller, i.e. less favourable to the negotiating opponent.
-
Negotiation technique: "something for something"
When negotiating, it is important to make sure that concessions are never one-sided. Whenever we give up certain elements of a deal, we should expect to get the same thing in return, i.e. a concession. A popular principle of persuasion is at work here - the rule of reciprocity, which is firmly rooted in the human psyche: since I have received something, I feel the pressure to reciprocate - to give something back.
-
Negotiation technique: escalation of demands
The method consists of suddenly changing the demands and putting forward additional arguments. The negotiator thus wants to put pressure on the other party to agree to all the proposals put forward and end the negotiation - thus avoiding further claims.
Choose InPost Subscriptions for businesses and send parcels at a fixed price.
Take one minute to leave your contact details and start sending parcels from as low as 11.89 PLN*.
- One contract for courier and Paczkomat shipments
- Free courier pickups
- Express delivery
- Price guarantee for the duration of the contract
- Fuel surcharge included
- Dedicated post-sale support
* Net price per Paczkomat shipment in the Subscription 600 plan.
Czytaj również
