Many people feel uncomfortable when they have to negotiate. Some of us even hate negotiating. However, whether we like it or not, negotiating is unavoidable in many situations, including work-related ones. How to negotiate with less stress and achieve more successful results? The practical tips below were originally published by Jeff Haden, popular Inc.com columnist, on the LinkedIn network.
1. Do not be afraid to start
Make the first offer. There is a rule that in most cases the final price is higher when the first offer is made by the seller rather than the buyer. So if you are in the position of the seller, offer a higher price. If you are the buyer, start with a lower bid.
2. Do not talk about a price range
Once you specify a range, buyers will automatically choose the lowest possible price. This can backfire on you, especially if you do not have enough information to assess your options properly. Rather ask more questions and try to obtain more information.
2. Feel free to pause
When we are nervous, we tend to talk a lot but this is wrong. If the other person says you are offering too little, do not react immediately. Keep quiet and you will see that the other person will start talking so as to break the silence. Generally, stick to the principle of listening and thinking more than speaking. Only then will you learn what the other person really wants.
4. Aim high
To achieve a lot, expect a lot. Do not enter negotiations feeling you will not get what you want. Agree to concessions to your demands only if the other party offers adequate compensation.
5. Ask for time to think it over
You might think that when you ask for some time to think over an offer before making you final decision, you will look like a wimp. However, it is always better to look wimpish than be forced into a decision you disagree with. Remember that time is on your side: the more time someone invests in negotiating with you, the more they will want to close the deal.
6. Do not believe everything you hear
Bold statements are often only a negotiation tactic. Strong statements indicate the other person's efforts to push you somewhere, or uncertainty. Either way, do not conclude any agreement if you feel intimidated.
7. Beware of too much pressure
Neither should the other party feel under excessive pressure from you. Once they feel too much pressure, they will end negotiations, which is not good for either of you. Remember that negotiation is not a game of winners and losers: both parties should gain something and start a good relationship that will help them negotiate in the future.
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