There are common negotiation tactics that are applied at different points in the negotiation process. Among the most common tactics are the following:
The good and the bad:
One establishes the relationship and the other gets the contract. However, there are times when you have the Bad and the Bad and as a tactic you have to change the Bad for a Good. Especially where there is no apparent chemistry between both parties.
Limited Powers:
Tactic commonly used to save time and not commit to consult with superiors authorized to give greater concessions.
The remainder, the leftover or the crumb:
This tactic consists of asking for some additional detail of what is being purchased. My mother had a bridal shop and from a very young age I learned three valuable concepts from her:
- Excellence in customer service Security of the quality of its services and products
As for my father, I learned two more from him which are:
- Perseverance Discipline
There was no client who brought no less than three people as companions to the bridal business but they were all cared for like royalty, he brought them food, paid for their transportation and at the end of a very long day he sent them with their competition to themselves. convinced of the quality of their products. People ended up returning to my mother's business and she also gave them a bridal accessory as an added value, before the client asked for it, with these tactics my mother never stopped having clients.
Active participation: As both parties are actively participating, an incredible synergy is created with teamwork such that only the win-win solution is given.
Request for help: When the other party is asked to step into our shoes and think what it would do in our place in a certain situation, as it would convince our immediate boss, any giant is made small by the nature of the same being. This is a good negotiation strategy applicable to a certain case.
As these negotiation tactics there are others that are referred to in the literature, however these tactics and these factors that I have mentioned so far would not have the impact that they could have if we do not understand the negotiation process and where we stand with respect to it.
The negotiation process is a methodology, mental systematization of a series of conditions and causes that take us from an initial stage to the final terms in order to better the positions of time, scope and budget. This process consists of four major phases
- Pre-trade Coarse trade Fine trade Post-trade
The objective is to know at what stage we are in a certain situation and to know what we can do, what tactics to use to be able to place our efforts efficiently.
Pre-negotiation
The main basis of this phase is to begin to know what is the true interest behind the position of the parties. For this, it is recommended that the parties be questioned with great creativity until real interest is reached. In that phase you hear about everything. Both parties are thoroughly investigated. Questions are asked without compromise. Both parties explore and brainstorm. What if? What would be the points to yield? Idea critique is not recommended at this stage, especially to prevent ideas from flowing out. In other words, this is a phase of simulation of negotiation, of invention of options, of expanding possibilities without reaching an agreement.
It is recommended:
- Promote brainstorming. Interview the parties that will form the negotiation team. Know who is part a priori.
Thick Bargaining
It is typical that in this phase most of the successful negotiators grant most of the points that are not as important as initial strategy and in the next phase practically nothing is granted anymore it is about getting the fine points. This is not a general rule, however there are those who take the opposite strategy, give few points at the beginning and change at the end.
In this phase it is recommended:
- Understand the other party's position Keep questioning to find interest Give options by asking Have the creativity of invention of options Compare with the industry standards in question Understand the human factor Have Alternatives (Plan B in case Plan A fails) Identify the important points for the client Listen pro actively Leave the most difficult points for the final negotiation
Final negotiation
This is the phase of the small details that make the negotiation happen or not, it depends on this phase if the negotiation was effective or not.
- A detailed check is recommended Review of lawyers from both parties Negotiate the most difficult points Do not pressure Reach a preliminary agreement
Post-Negotiation
This phase is that of paperwork, first stone and formalization. Here it is recommended:
- It is finished properly since everyone wants to start work and they forget about the file. Final details are finalized A file of lessons learned is maintained for future negotiations
To be a successful negotiator you need:
- Moderation Objectivity Analytical Ability Patience Knowing how to work in a team Coordination Having time on your side Flexibility Adaptability Ability to put yourself in the shoes of others
To emerge triumphant from a negotiation you need:
- Think Positive Background Knowledge Being at the right time Investing Time and Resources Range of Strategies Open Mind Flexibility Convince yourself Be confident.
