Negotiation techniques - beat your rival!
Negotiating techniques can be defined as a set of interrelated maneuvers aimed at achieving partial goals (e.g. persuading the other party to make a concession on a given issue). The use of various types of tactics by negotiators is perceived as an attempt to influence the negotiating partner through the use of social engineering. However, it should be borne in mind that negotiation techniques do not always lead to the manipulation of the other party and the achievement of unilateral benefits. Seasoned mediators have a group of tactics at their disposal, the use of which allows them to work out a cooperative solution. Thanks to this, both parties fulfill their needs and are satisfied.
Negotiation techniques - types
In the literature on negotiation and conflict resolution, various typologies of negotiation techniques are presented. Tactics can be divided into, for example:
related to planning,
making concessions and making demands,
operating with time,
collecting and transferring information,
appealing to authority.
There are also negotiation techniques such as win - win and win - lose. They are associated with two opposing styles of negotiation. The first of them - cooperative - is that the negotiators of both sides strive to work out an agreement that will allow for mutual benefits. On the other hand, the confrontational style (also called positional style) is used by those people who strive to achieve only their own goals, disregarding the interests of the other party.
For this reason, win-win techniques are approved in negotiations as they contribute to meeting the needs of both parties. Despite the many advantages of these tactics, the best way to reach an agreement is to openly discuss the interests of partners. Using the method of joint problem solving achieves greater value than the use of a complex negotiation game based on manipulation, techniques, tricks and maneuvers, in which concessions will still be required.
Learn the negotiation techniques inside out
Why should we know negotiating techniques when they shouldn't be used? First of all, the knowledge of tactics allows you to:
recognition of the type of technique used,
effective defense against their influence,
using an opposite technique that will confuse the other side.
Mr. Kowalski decided to use a bluffing tactic on his partner to get more favorable terms of sale. He referred to a non-existent competition's offer, which was more attractive than the proposal developed during the negotiations. Kowalski's partner was well prepared and knew that such an offer was not available on the market. However, the negotiator did not accuse Kowalski of lying. He used the opposite negotiating tactic - saving face:
- If I had received similar terms of sale, I would not think twice. Then why are you still negotiating with me, Mr. Kowalski?
Negotiation techniques - when to use them?
There are several situations that entitle us to use negotiation techniques, namely:
we are not well prepared for negotiations and we hope that the applied tricks will allow us to partially achieve the assumed goal,
we have an advantage over the partner and we negotiate a contract once, so we do not care about a good relationship with this entrepreneur in the future,
despite the use of defensive tactics, we are still not able to repel the attack of an aggressive negotiator, so we try to defeat him with his own weapons.
Are negotiation techniques effective?
If we are skilled negotiators and we are able to use negotiation techniques in such a way that the other party does not know our intentions, our actions will be effective. However, you have to be careful not to abuse your partner's trust, especially when you intend to work with him again. If he discovers that we are still using various types of tactics and manipulations, he may repay the same or break the ongoing negotiations. And this may deprive us of an attractive contact.