Negotiation is a skill that is often associated with executives completing large business transactions behind closed doors. But actually, this is what we all do every day. Starting from the discussion of who will do the dishes, to the one who will make the most successful transaction this year. We negotiate on a regular basis, absolutely everywhere, with the exception of (rather ironically) one place that, it would seem, is of the greatest importance - within the office.
So, if you are tongue-tied, exhausted and always fail when making transactions, here are some simple ways to improve your negotiation skills and get into the winning team.
1. Write No
People are naturally programmed in such a way as not to be confrontational. From a very early age, a person is taught to follow orders or be punished for certain actions. First, a person is taught by his parents while he is in childhood. Then, when he becomes an adult, he is taught this by the world that surrounds him. Again and again they say to him “let it go” or “just go with the flow” so that he does not upset the client, the boss or those close to him.
This lifelong habit of avoiding confrontation and just saying yes weakens your negotiation skills. But don’t worry, you can still reprogram your mind and learn to say no.
You can start with something small, such as going home on time or refusing to work extra hours, especially if you already rake in too much overtime. If this seems like a big step to you, you can start by saying no to a colleague who annoys you and loves to sabotage your healthy eating habits, seducing you with a piece of chocolate cake.
This may seem like insignificant steps, but using the opportunity to say no in such simple situations will help to say no in more serious circumstances in the future - whether it is disagreement with your boss in a review of your performance or presenting a counter offer to the client who turned to you .
2. Know your value
One of the reasons why it’s hard for most people to say no is because they don’t realize their real value to the company. If you ever wanted to refute an argument, or disagree with a colleague, but thought: “I can’t say that! I’m just an ordinary employee ”- then you probably underestimate your value.
One of the key elements in the negotiations is the knowledge and understanding that you are an expert in your field. The more confident you are in your skills and experience, the more success you can achieve in negotiations. The ability to defend your point of view and argue for it will always tip the scales on your side in any, even the most difficult negotiations.
For example, if you are negotiating a higher salary, show how you contributed to the growth of the company by listing projects that you led or helped lead. Also, be sure to include cases where you have stepped up and taken the initiative so that your employers also see your leadership potential.
3. Gesture correctly
There is no doubt that body language is important. It makes your presentations more memorable, it helps you stand out during the interview, and also gives an advantage in negotiations.
In fact, sometimes the way you act has a much greater impact than what you say. Indeed, 55% of effective communication mainly comes from body language, and most people store information through visual rather than verbal communication.
When it comes to negotiations, having the right body language will not only make you feel more confident, but it will also make you more authoritative and memorable. So, always dress accordingly and remember: drooping shoulders and drooping eyes are by all means the first step to failure in negotiations. Look into the eyes of the person with whom you are conducting a dialogue, straighten your shoulders, show confidence in yourself.
4. Learn to read other people's body language
In the same way, one should understand how to read the body language of other people. This will help you decide whether to promote the agenda today or wait for a better moment. For example, if a client’s eyebrows are frowned and he has crossed his arms, then this may not be the best time to propose a larger budget.
5. Always be prepared
This short but effective tip has been the motto of scouts for over 100 years. But being prepared is equally important in the business world, especially when mastering the art of closing a deal.
Preparation begins with the fact that you know exactly what you want to get by the end of the discussion, and expect the other side to respond to your proposal. For example, if you are hoping to increase your client’s marketing budget, you should be prepared to provide a detailed plan on how you can guarantee a return on investment.
Being prepared also means having your own priorities so that you know which goal you have to fight for the most. For example, let's say you have two goals: increase profits by adding more customers and expand your team to balance workload. If your first priority is to generate income, then perhaps you can help your team by agreeing on a more reasonable time.
When entering into negotiations, having a clear end goal and being prepared for any possible result - these factors will significantly increase your chances of success.
6. Train, train, train
As with any professional skill development, the only way to negotiate well is to practice. Ask a trusted friend or colleague to play the role of the devil's advocate, pretending to be your boss or client. Having a second set of ears and eyes will help you prepare better and see other arguments that you may have missed.
After you have listed all the points of the planned meeting, you need to practice aloud. You need to know how you sound. When you talk about something important, you should always talk slowly.
Rehearse in front of the mirror to know how you look and to be better aware of your gestures. The more you feel comfortable with what you have to say, the easier it will be for you to say it when the time comes.
7. Listen first, then react
Another great negotiation technique that most people forget about is to listen first and then react.
Often, when we focus too much on a particular issue, we may forget to hear the other person. But even if you firmly believe that you deserve to be promoted or that your idea is better than that of the client, you always need to let the other side express their opinion.
Allowing people to talk not only makes negotiations less uncomfortable, but also helps you decide which paths to follow. For example, if you plan to request a pay raise, but your boss starts talking about reducing the company, then perhaps you can discuss other alternatives, such as a longer vacation or a reduction in working week to four days.
Remember: the key indicator of successful negotiations is when not one, but both parties leave happy.
Follow the plan
One of the most important things to do after negotiations is to repeat what was discussed and clarify any points that still seem vague to you. After all the points have been clarified, do not forget to follow the e-mail, which lists all the agreements concluded between both parties.
At first, negotiations can be intimidating, but following these steps and with sufficient practice, you will certainly master the art of closing a deal as soon as possible.