Posted by : Amanda Stein Tuesday, August 27, 2013



The art of negotiation is not an easy thing to master. It requires patience, mastery and a certain degree of charisma. Not all people have these qualities, but it is also possible to fake it until you make it. Negotiations is all about social skills taken to the next level. So to help you deal with this type of work, here are 7 tricks that can help you win any negotiation.


1. First Impressions Count

The first five minutes of a negotiation are also the most important ones. According to study done by the Journal of Applied Sciences, the first 5 minutes of a negotiation can dramatically influence its outcome, and this is because first impressions count.

In every type of negotiation, the other party will evaluate you more intensely during the first few minutes of your meeting. In a way, they're trying to guess your motives, your goals and whether or not you're planning to bluff your way through. In any case, the first few minutes of negotiations will require you to wear your poker face and to present a facade that is most constructive to your side's interests throughout the negotiation. At this point, if you can get the other side to open up then you're chances of success are that much higher.


2. Always Start Higher

According to a recent study by the Current Direction in Psychological Science, it's always best to start with high demands whenever you're in a negotiation. Regardless of what kind of concessions or offers you want to get, it's always important to start higher than what you believe to be reasonable.

This is because starting with a higher demand will cause all parties to look for information that is closer to the actual value of the deal. In other words, you need to raise the goal post if you want negotiations to end on a high note. So even if you know how ridiculous your offer or demand may be, submit them anyway. The other party doesn't really know how ridiculous it is, and more importantly, raising the bar higher will give you some room to maneuver.


3. Be The First to Present Your Offer

Sometimes, being the first to speak has its own advantages. Making the first offer is often a lot better than waiting for the other side to submit their offers and demands first. This is because if you make the first move, you will also be able to set the parameters of the negotiation. You'll get the ball rolling so to speak. Once you've submitted or proposed your offer, all the following offers will be compared or related to it.

Also, making the first offer will show everyone at the table that you are confident enough to make the first move. This is an important impression since people who are at a disadvantage rarely make the first move in negotiations.


4. Don't Be Afraid To Show Emotions

In negotiations, it's important to control your emotions, but what's also important is that you use your emotions as a tool. Whether you're making a complaint, being magnanimous or showing disapproval, show the other side what you want them to see.

A show of emotion can make the other side uncomfortable, desperate or even overconfident. For example, some people have the ability to make it seem like they're about to storm out of the room in fury when in fact they're actually quite calm inside. This sort of ability can really make the other side quite uncomfortable, and may even force them to make a concession just to keep negotiations from falling apart.


5. Drink Coffee

According to a study conducted by the European Journal of Social Psychology, drinking coffee can help you avoid making dumb concessions. The study indicated that caffeine consumption seems to make people more resistant to counter-persuasion, thus increasing their chances of negotiating for a better deal.


6. Create Time Pressure

Convince the other side that time is short. This will allow you to leverage the situation in your favor and make the other party more willing to accept your offer. Time pressure creates certain impressions about certain deals. It makes them seem more valuable, thus creating a situation where the other side will be pressured to think more positively about what you have to offer.

Another advantage of using time as a negotiation tool is that it creates a situation, where the other side is more likely to panic. When you tell the other side that their window of opportunity is closing, they're more likely to make a mistake, and in most cases, that's usually to your advantage.


7. Offer Plenty of Information

Although it's important to have your poker face on when you're at the negotiation table, it's also important to offer plenty of data to the other party. This is because information affects behavior, and the kind of information you give can influence how the other side will react to your offers. Moreover, information can confirm suspicions, create doubt and increase pressure. In other words, the right information can make people more open to persuasion.



Author Bio: Adam Evans is a blogger for Red Stone Catering. He likes to write blogs for Restaurant, Catering and in his free time likes to try various food recipes.

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