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1 Simple Negotiation Skills Technique That Will Instantaneously Produce Better Negotiation Results
There is one simple negotiation skills method that can be by anyone to immediately and positively impact their negotiation outcomes. This technique is to always (yes always) overstate your expectations at the negotiation table.
Henry Kissinger, the famous American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a famous quote referred to in both negotiation training and sales training courses. There are numerous grounds why it is key for you to begin with high aspirations when you engage in negotiations:
1. Research has confirmed that high aspirations will consistently outdo low aspirations. Many refer to the fact that if you want to hit the moon, you must aim for the stars. You will be astonished by the effectiveness of something so straightforward. Many of my clients are very happy when they realise that they can realise much more from their deals by simply requesting more!
2. Having high aspirations will permit you to 'anchor' the negotiation around your goals. It is far better 'anchoring' negotiations around your aspirational level rather than your minimum acceptable level. Having high aspirations convey self-assurance and acts to emphasize the quality of your proposals.
3. Perhaps most importantly, having high goals will allow you the room to be flexible in your negotiations. Research tells us that most people equate their achievements at the negotiation table with their opportunity to get allowances from their counterparty. The reality is that the other side will have no incentive to be flexible or to make concessions to you if you are not willing and able to grant allowances to them.
Therefore, if you do not permit yourself some 'room to move' then you risk coming across to the other side as someone who is uncompromising and unwilling to make concessions. Please note that I am NOT suggesting that you open your negotiations with elaborate and unworkable demands. Your opening offer must show a level that is realistic and that you are able to rationalise using a solid, factual argument. It can be high risk using unrealistic demands and offers as your counterpart may well decide not to negotiate with you at all.
I once worked with a large multi-national business who used a tactic of 'the price we demand is the only price we sell at'. As they are a well recognised and old company in the USA, they have become known as the type of organization that has a conservative approach to business and have learned to live with this approach. However, when using this approach in Poland, the company realised that they were being seen as being uncompromising by the other side because they would never budge on their prices.
In Polish business culture this method was not acceptable and they found it exceedingly difficult to finalise agreements in the Polish market place. The simple remedy was for them to ask for a little more than their standard prices so that they could allow clients the chance to negotiate with them and to gain some allowances from them. This method proved to be very successful for them.
Of course, bear in mind that 9 out of 10 times your counterparty's first offer will be an aspirational goal, not their minimum anticipated results. This means that you should never accept any first offer that is made - you should always negotiate!
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