How Negotiation Tactics Helps You To Get The Best Deal

Darryl Bachmeier
Jun 21, 2019

A negotiation tactic, compared to a negotiation strategy, a maneuver to be used in the heat of war; A move, reversal or adjustment as you work to get the best result in no time. Tactics can be used with manipulation by another party, and moving you from a defensive position to a more vulnerable area to attack you. As a negotiator, you need to be prepared for such tricks at every turn.

Most tactics are of one of five basic types: pressure, delay, manipulation, power (gain the lead over) and joint. We will discuss some of the tactics commonly used and how to identify and neutralize them to keep the negotiations on a policy path.

Ways to prepare before negotiations begin

Research the other party

Find out about the other party. If you are negotiating with a group practice, read everything on its web site and ask for any marketing literature or patient signatures about the procedure sent to you in advance. Check if the doctors have published any articles or reports. If you are talking to a medical staff leader about a group, take the time to learn about the individual and the group in advance.

Consider your alternatives

Find out what alternatives you have and move on to negotiations. A word created for this concept is your BATNA (the best option for the negotiation agreement). Example, if you are going to negotiate a contract of employment, your tactic may be offered from another practice. Knowing your trick in advance protects you from accepting a bad offer and puts you in a strong negotiation position.

Unpack the items to be negotiated

Break the agreement to be negotiated into smaller parts. For example, in dealing with an employment contract, “compensation” can be broken down into its smallest components: salary, health benefits, moving expenses, bonuses, car allowance, or reimbursed expenses such as a cell phone. Grover points out that salary may or may not be negotiable.

Expect the other party’s preferences and needs

Think about what the other party’s main issues will be. This will help you develop strategies for negotiating your position. Assess the other party’s potential limitations in reaching a compromise. Watch your opponent’s BATNA; what could be his next best choice?

Establish your bargaining chip

Identify goals for each problem you have not compiled and set the optimal, minimum and target goals. If your request is not met by the other party, you will opt-out of the offer. Optimal is your starting point — the best deal you can find ideal but not outrageous. The goal is where you want to end up after negotiations.

What are the most effective negotiation tactics?

To prevent your negotiation from being distorted into complicated bargaining tricks, you must first avoid engaging in these tricks. Remember that there are usually better ways to achieve your goals, such as building trust, asking many questions, and exploring differences.

Here is the list of negotiation tactics to look out for-

Create clear effects

Negotiation planning is often the most overlooked step in the negotiation process. When you are planning a negotiation, first think and find out what your ideal outcome will be - what is your best situation in this deal? Then, do some research on the other side. What profession are they in? What will their business environment be like?

Try to treat the other party with respect every time

In most negotiation situations, your relationship with the other party is simply not likely to end when negotiations take place. You may move forward with them as a customer, salesperson, or co-worker. Therefore, it is important to remember that using the Platinum Rule always builds the relationship and always is respectful.

Use empathy to understand and control differences. Speak from your heart using phrases such as “I feel” when talking about important things. Always stay away from teasing and avoid using absolute words like “always” and “never.”

Ask plenty of questions

Ask questions before and after the discussion. Asking questions will help you during the preparation phase of the negotiation model. Also, write down questions to ask other parties in advance so you have a list of relevant, insightful questions to ask during the conversation.

During the discussion, ask open-ended questions such as “Tell me more about this.” Why is this feature so important to you?” This will help clarify the assumptions you made during your preparation for the other person’s interests and concerns.

Ask what you want

Never underestimate your power or let fear stop you from hearing the result you want. Dare to do it.

If you have done your product right, you have already thought about the desired result in an environment where you think other parties can handle it. Be prepared to make offers, but do not make offers before negotiations begin!

Ask for and/or provide relative value, including abstractions

Many people think of negotiations as a “standard pie” in which only one party can win by getting the pie’s biggest pieces. However, big negotiators know how to use comparative value to expand bag size and create win-win scenarios.

Relative value is more valuable to other parties and is relatively easy and/or cheaper for you to provide. Still, your client knows that they can really benefit from the value of providing additional security tests.

Don’t offer to “separate the difference” in the first place

When it comes to getting stuck in price when price negotiations get stuck, many see it as a clear and simple solution to meet in the middle. You can agree to separate at the lowest level Close with confidence and clarity

Think about the results and BATNAs you wanted to gain clarity and confidence at the end of the conversation. Show appreciation and clearly summarize key agreements and next steps. Be clear and sign the contract or agreement to close the negotiation.

Final Words

Many will clearly know the negotiating situations out of awkwardness or fear. But the truth is, you and your team can never make or save more money than you would in successful negotiations. The above negotiation tactics will help you improve your conversational skills. Practice them whenever you get the chance and develop the discipline to become a better negotiator.

2020 © Zenbo Services Ltd. All rights reserved.