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One Simple Negotiation Skills Technique That Will Immediately Deliver Improved Negotiation Results
There is one simple negotiation skills method that can be used by anyone to immediately and positively influence their negotiation results. This method is to constantly (yes always) overstate your expectations at the negotiation table.
Henry Kissinger, the well-known American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a famous quote referred to in both negotiation training and sales training courses. There are numerous reasons why it is important for you to start with high aspirations when you participate in negotiations:
1. Research has proven that high aspirations will constantly outdo low aspirations. Many refer to the fact that if you want to hit the moon, you must aim for the stars. You will be surprised by the value of something so uncomplicated. Many of my customers are delighted when they realise that they can accomplish much more from their deals by simply requesting more!
2. Having high aspirations will allow you to 'anchor' the deal around your objectives. It is much better 'anchoring' negotiations around your aspirational level rather than your absolute minimum acceptable level. Having high aspirations express self-assurance and acts to emphasize the quality of your suggestions.
3. Perhaps most critically, having high aspirations will present you with the opportunity to be accommodating in your negotiations. Research tells us that most people compare their achievements at the negotiation table with their opportunity to get concessions from the other side. The reality is that your counterparty will have no motivation to be accommodating or to make concessions to you if you are not prepared and able to grant allowances to them.
Therefore, if you do not permit yourself some 'room to move' then you risk coming across to your counterparty as somebody who is stubborn and unprepared to make allowances. Please note that I am NOT suggesting that you start your negotiations with elaborate and unworkable demands. Your opening offer must show a level that is realistic and that you are able to justify using a good, factual argument. It can be high risk using extreme requirements and offers as the other side may well decide not to negotiate with you at all.
Some time ago I worked with a large multi-national business who used a tactic of 'the price we demand is the only price we sell at'. As they are a well established and old company in America, most of their clients have come to know them as the type of business that has a traditional approach to business and have learned to live with this approach. However, when using this method in Poland, the company realised that they were being seen as being uncompromising by the other side because they would never budge on their prices.
In Polish business culture this approach was not acceptable and they found it very difficult to conclude transactions in the Polish market place. The simple solution was for them to ask for a little more than their standard prices so that they could permit clients the chance to negotiate with them and to gain some allowances from them. This method proved to be very successful for them.
Of course, keep in mind that 9 out of 10 times your counterparty's first offer will be an ambitious goal, not their minimum expected outcome. This means that you should never agree to any first proposal that is made - you should always negotiate!
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