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7 Principles of Negotiation Still Apply
There are some key principles and techniques of negotiation that will always apply in any negotiation and in whatever form. Remember haggling is not negotiating. This article on ways to manage conflict will help you to understand this. Whether the negotiations are by email, phone, Whatsapp, or text, these principles still apply.
1. Prepare, Prepare, and Prepare
What is the British Army’s 7 Ps of planning? ‘Proper Planning and Preparation Prevents Piss Poor Performance.’ – Need a negotiation planning tool? – Ask us. We have a great one.
2. Seek Common Ground
Science keeps proving that the best-negotiated deals are by people that know each other. Find common ground and build some rapport. Even if it is only by sharing what you did at the weekend. This video of the 6 Laws of Persuasion will help explain why further.
3. Know Your ‘Enemy’
Balance your and their power, strengths and weaknesses, by doing your homework. Not just who they are, what they want, their aspirations, etc. but also, what are they thinking. Edward De Bono’s ‘O.P.V.’ tool is very simple and effective to use.
4. Be Ambitious
After 25 years of negotiation doing and training the one biggest tip, MBM would like to share is ‘Aim higher than you need or want’. Most people aim too low.
5. Trade Conditionally
‘If you then I’. This tool is a bit like the American Express advert, ‘Never leave home without it’. In this case, ‘Never negotiate without it’. This 1-minute video will explain how to use this tool:
Make more effective proposals and keep listeners all the way through
6. Trade Effectively
Aim to get something that is of high value to you but costs them relatively little to give for something that costs you little to give but they put a high value on. This is the ‘sweet spot’ of trading effectively. If you don’t understand this, you need to. Just ask us.