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Do you think that if you’re confident enough you can win

negotiations? You might have to reboot your skills, as you’ll need

so much more to become a master negotiator. Over the past few

years, we’ve reached a conclusion: you can’t get a good bargain if

you’re cocky. Right now, there are other attributes that make

a negotiator good at his/her job. Kindness, the ability to

compromise, and honesty, are the newest most successful skills

you need to close a successful deal.

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As regular individuals we tend to give a negative connotation to the

word ‘negotiation’. That’s because people are tired of

salespersons blabbing on and on about some products you’re not

going to buy anyway. But what happens to the business world?

What skills do you need to get your other party’s attention?

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You’ll have plenty of time to talk, so pay close attention to what your

opponent has to say. A good negotiator is also a good listener, so

allow your counterpart enough time to exhibit their offer, state their

conditions, and draw up their terms. Enter a negotiation with your

mind wide open, and try not to assume what the others will say.

Listen carefully to their allegations and get your questions ready.

Excellent negotiators know that the right queries might put

opponents in difficulty. Every statement you make during a

negotiation should be backed up by solid proof. Hence, you need to

watch out as you can’t say things without knowing for sure they’re

true or accurate. Make no mistake: negotiating a deal is like

winning/losing a game. Your counterparts will eat you alive if they

notice you can’t support your proclamations.

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Word of advice: Learn how to spot a chatty negotiator that’s just

looking to intimidate you. We often come across business people

that never stop talking at the negotiation table. Their goal is to put

your patience to the ultimate test, so keep it calm, don’t break

down. Let them finish; better yet, ask them politely to stop talking

because you’ve got something to say too.

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We all fear that during a negotiation things might go south. Still, we

can’t let that get in the way of our judgment. Rather than see fear

as a weakness, we must learn how to embrace it. Your opponents

are people too, so even if they seem overly confident this doesn’t

mean they’re not scared something might go wrong. Nervousness

and anxiety are extremely easy to spot at a negotiation table. How

can you hide your emotions when your voice is trembling or when

you’re sweating like a dog? It can be hard to believe but kindness is

one of the best skills a negotiator can have. When you’re honest

with your counterparts and you know what you want, there’s no

reason to be anxious or scared. State your requirements firmly,

don’t be afraid they’ll decline and you might get yourself a sweet

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Word of advice: Hide your emotions as best as you can during a

negotiation by not talking. Let the other party talk first, and that will

give you time to prepare. Listen carefully and you might even

realize there’s nothing to worry about.

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A negotiation demands two or more negotiators. Because it’s

impossible for both candidates to be equals, one of them is

stronger while the other is weaker. Are you a winner or a loser?

Prior to moving further with your demands, establish who has the

power. It may or may not be you; either way just tries not to freak

out. Winning negotiations is not that difficult, and as long as you’re

100% focused on your goal you have great chances for success.

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Word of advice: Turn to concessions if your position at the table is

not a promising one. Win-win deals can save the day.

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Are you an aggressive negotiator or a passive one? Your

personality should define your style, however try not to exaggerate

either. You can’t let your anger or fear get the best of you. Passive

negotiators are calm, relaxed, and peaceful. Still, this doesn’t mean

they don’t have hidden strategies they can use at any time.

Aggressive negotiators on the other hand are action-takers. They

want to get things done as fast as possible. An aggressive behavior

can have repercussions, especially in the business domain.

Assuming your counterpart is also a professional negotiator, you

can’t win if you’re aggressive because you’re not emitting trust and

reliability.

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Word of advice: Assess your style, don’t go overboard.

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You cannot negotiate without separating people from the problems

discussed. You may sometimes dislike the person you have to

negotiate with, but this doesn’t mean that the negotiation cannot

take place. After all, you negotiate because you want to solve a

certain issue, and that should be of the utmost importance for both

of you.

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Word of advice: You’re a negotiator, so you must focus on your

job. Although you may not like your opponent, but this doesn’t

mean you can be subjective. Remember, it’s just business!

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In the business world it’s literally impossible for negotiators to say

‘yes’ to every deal that comes in their way. It’s important to know

your interests, and if you’re being offered a bargain that won’t bring

you any long-term benefits, just say ‘no’. People often think that

rejecting a deal means that you lost. That’s not true; walking away

from the negotiation table can also work to your advantage. If

you’re aware that what you have to offer is worth a lot more, then

you’ll have great chances to get a better deal from someone else.

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Word of advice: After you’ve turned down an offer and walked

away, inform your counterpart that you’re willing to renegotiate if

they come up with a better offer. If they really want what you’re

offering, they’ll be back.

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You can’t win if you’re not willing to take a risk. The world of

business comes with a lot of tips and tricks and you can’t learn all

of them in a day. Experience is attained after years of practice, and

to win negotiations you need to make some mistakes first. If you’re

a risk-taker and you like to bargain, your success rate is

automatically boosted. It’s equally important to learn from other

people’s mistakes. The best way to strengthen your skills is to be

sure you’ll win. Even if the odds are not in your favor, it’s vital to

take a risk. Negotiating a deal is like playing poker. The bigger bluff

the higher the chances to prevail. That’s not a rule however, it’s a

probability.

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Word of advice: Be prepared for anything. You might think your

Full House is good enough to win, but what will you do if your

counterpart has a Four of a Kind hand? Always expect the

unexpected.

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There’s no exact recipe to win negotiations. Every business

meeting is different, so it’s important for a negotiator to test the

grounds first, and then start talking. Preparation, experience, and

willingness to walk away, are vital. Without these three you can’t

expect to succeed.

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About the Author: William Taylor is a business writer and blogger.

He loves talking and blogging about business sales and negotiation

tips and techniques. He has a site related to negotiation workshops

for professional development.

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