As job opportunities have continued to be scarce, many people have opted to venture into business. Ben Meer, a Personal Development expert, has come up with tips that will help one master negotiation in life and business.
He adds that with better negotiation skills one is able to secure bigger and better opportunities.
“You don’t get what you deserve but you get what you negotiate for. If you negotiate well you get a better return if not you lose the deal despite deserving the chance,” Ben added.
- Prepare. Plan the negotiations; the preparation will give you confidence and influence. Ask yourself what you want in the negotiation. Consider both your personal interest and those of the stakeholders.
- Hone your body language. People will like or dislike your communication based on words, tonality and face and body language. Ensure you work well on your body language.
- Use the word ‘fair’. The most powerful word in negotiation is ‘fair’, showing some respect and setting a tone.
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- Make the first offer. Old-school advice says to wait for them to reveal the first number. New studies show it is better to go first due to the powerful “anchoring effect”. If you know the bargaining range go first at an extreme high (or low). You will anchor the negotiations to that number.
- Ask open-ended questions. Understanding the other side’s needs is crucial. Never assume to ask to uncover creative solutions.
- Sidestep killer questions. Avoid weak questions resulting in tough questions.
- Be soft on the person and hard on the brand. Always treat your competence with dignity. If there are problems, focus on the facts. Facts are more persuasive and less controversial.
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- Vocalize potential losses from no deal. Loss aversion says people go to extreme lengths to avoid perceived loss.
- End positively. In negotiation don’t take cheap shots, complain, or try to get larger. “Say something both indisputably positive and indisputably true at the end.”
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