| How to Negotiate
and Win … Against Stronger Opponents
What happens when you don’t have negotiation
experience and there is a big opportunity to get a large contract,
turn something into a successful deal, or take advantage of
a situation that could prove to be very positive? What happens
when these opportunities are complicated because the individual
or source possesses greater negotiation skills than you? You
may think to yourself, “I don’t know a lot about
negotiation strategies, tactics, or how to read and interpret
body language. What should I do?” You can get help from
people you know to be valid, full of negotiation ideas and
have led others to countless successful outcomes when negotiating.
This lesson offers some tips for success.
There are so many thoughts, and questions
that occur when people negotiate. Be prepared to answer questions,
such as …
• What did that wink of the eye, or
other body language gesture/action mean?
• Why is she getting upset with me? Is that a tactic?
• How can I make him understand that I’m on his
side? We’re both on the same team, but I really need
what I’m asking for?
• What do I have to give in order to get what I want?
• I’m not playing games with them; I wonder why
they think I am?
When you negotiate with strong opponents,
the person astute at using the appropriate tactics to combat
certain strategies will possess a stark advantage.
Try these suggestions if you find yourself
in situations where you’re negotiating with strong opponents
and they insist on the negotiation continuing …
1. If possible, postpone the negotiation
for as long as it takes to get additional resources on your
side, and find a way to neutralize the other side’s
advantages. This can be an hour, a day, a month, or whatever
you can get away with. If you’re in such a situation,
use any excuse to get out of the environment, ASAP. The longer
you stay in the environment the more likely that something
negative will occur.
Note: Once I was in a negotiation situation
in which our opponents were using their cell phones to receive
additional information via text messages during the negotiation.
Once I observed this, I requested a break. I suggested to
my client, on whose behalf I was negotiating, that we ask
to have all cell phones left outside of the negotiation room.
The other side initially balked at the request, but after
we made it a stern demand, they acquiesced. In essence, we
took a source of information, which was an advantage for them,
from them, which placed us in a better negotiating position.
2. If you realize you’re up against
a stronger opponent and she expresses an interest in reaching
an equitable outcome, acknowledge her skills. Play to her
sense of fairness. By acknowledging her superiority and stating
that you are sure she wants an outcome that is fair to both
sides, you can both achieve an outcome that will be equitable.
If this fails, appeal to her sense of mercy. If you can’t
postpone the negotiation and you can’t ask for mercy
and you have to go through with the negotiation, take your
lumps and consider it a life lesson learned. Just make sure
you don’t have to repeat the lesson in the future.
With a recession most likely on the horizon
in the United States, one that will impact the world, the
time to enhance your negotiation skills is now.
Always remember; when we intend to do things,
who we are, and what we want, is in our mind. Until we take
that intention from our mind and commit it to action, it lies
dormant.
If your negotiation skills have not been
vetted, prepare for a future opportunity by positioning yourself
with knowledge. As the cliché goes, in times of peace,
prepare for war … and everything will be right with
the world.
The negotiation lessons are …
• Don’t be like the man that stepped off a 40-
story building. As he passed the 10th floor, he said, “Everything
is okay so far.“ Get the assistance you need before
you encounter a situation that could be worse. Don’t
put off enhancing your negotiation skills.
• Keep in mind you need valid answers
and input when negotiating. Don’t allow ineptness at
deciphering the correct non-verbal signal or tactic to impede
your success. Seek knowledge on how nonverbal language affects
negotiating success. Don’t be blind to the value of
being able to read body language and acquiring stronger negotiation
skills. If you increase your skills, there will be times when
you will see windows of opportunities that are hidden from
your opponent.
• Recognize there are several tactics
you can use when negotiating against a stronger opponent,
such as postponing the bargaining, complimenting the other
person on her skill, stressing the need for an equitable outcome,
and asking for mercy.
{c} MMVII Greg Williams (The Master Negotiator),
All rights reserved.
by Greg Williams - The Master Negotiator.
If you’d like more information on how you can become
a savvier negotiator, click
here to checkout Greg's new book, “Negotiate: Afraid,
‘Know’ More.”
Please visit Greg's website at http://www.TheMasterNegotiator.com
for additional information and negotiation resources for individuals
and businesses.
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