There you go. Everything is at stake. Are trading in a life and death challenge. What could you do and how could you negotiate differently when faced with the life and death challenge you face? Would the answer depend on the life you were negotiating for?
Okay, let’s lower the temperature a bit. Suppose it is your job or a contract that you are negotiating rather than someone’s life. Would that alter the negotiating tactics and strategies you would employ?
There are core components that flow through every negotiation. The only thing that changes is their order depending on the severity of the negotiation.
The following are components that will occur in every negotiation you encounter. Master them and you have a better chance of mastering the results of a successful negotiation.
Mentality: Your mindset is your greatest ally or enemy.
- Always be aware of your mindset when trading. Your mindset will determine the degree to which you think logically or illogically.
- Your mindset will change based on the challenges you perceive and how you approach them. That will affect the interactions you have with the other negotiator.
- Be aware of what causes you to see yourself differently. There will be clues embedded as to why your mind changes.
Bonding: I understand you. We are equal.
- People like people who are like them. And they want to be heard and appreciated.
- Linking helps people perceive you as them.
- The time to ask for concessions in a negotiation is when you have sufficiently engaged. It is an important factor that increases the chances of getting what you want.
Positioning / Negotiation control: Look how far we’ve come. I see a positive result on the horizon.
- Before starting the negotiation, establish what will be discussed. That will determine the flow of the negotiation.
- Set the agenda to discuss the most important issues first. The other negotiator will have his priorities. Therefore, be prepared to exchange points to ensure you control the flow of the negotiation.
- Determine which strategies and tactics are most appropriate for the type of negotiation in which you will be participating.
Reframing: That is not what I meant.
- Know when to rethink an offer. Sometimes people perceive offers differently than what was intended. If you feel it, rethink the offer. That will allow it to be viewed from a different perspective, which could make it more attractive.
- To restate an offer and make it more attractive, place it as a benefit to the other negotiator.
Rhythm: The change of pace alters the flow of a negotiation.
- Skip the contention points when you want to avoid them (for example, let’s get back to that later).
- Negotiate slower or faster to increase or relieve anxiety or pressure when it is to your advantage to do so.
- Changing your rate of speech when bidding will affect your perception. If it takes longer for the importance of an offer to be appreciated, consider speaking more slowly. That will subliminally convey its importance.
Hope: The result doesn’t have to be bleak.
- Wielding hope as an ally. Doing so will keep people engaged in the negotiation.
- Take away hope when the other negotiator veers in the wrong direction. Their intention is to let you know that you are involved in a lost proposal.
Every negotiation you will be in will not be life or death. But the above components will be in every deal you are in. Using them skillfully will increase your likelihood of a successful negotiation outcome … and all will be well in the world.
Remember, you are always negotiating!