Negotiation is an art that needs to be worked on. Whether it is to conclude a contract or to convince a client, it is imperative to know the basic techniques of negotiation so as not to be destabilized at the first argument of your interlocutor and to prevent the discussion from turning into a sales conversation. of rugs that you will come out of exhausted and without signature!
Negotiating is getting ready.
How? ‘Or’ What ? By setting clear, realistic and specific goals. No need to dwell on general themes with great ready-made expressions. A good negotiation therefore requires careful preparation of the ground and the points that could be opposed to you. It is, in fact, essential to know that these stumbling blocks exist and not to indulge in the ostrich policy and thus to prepare an appropriate response so that they are no longer considered as a problem or a brake. to negotiation.
Know who you are talking to, who is in front of you.
Find out about the person (s) concerned, the company, its activity, how it is perceived, the relationships that the person has with their collaborators, their habits, etc. Never meet him with his hands in his pockets. Have as clear a vision as possible of their personality, their interests, but also their limits and constraints.
Structure your argument.
. It must be structured and hierarchical. The signing of an agreement often depends on its clarity. By being precise about your objectives and having in-depth knowledge of your subject, you will convince your interlocutor that their negotiating room is very limited.
Plan for alternative solutions.
If your proposal does not hold the attention of your interlocutor, it is good to have under your elbow, alternative solutions that can be valued, but you must always make him admit that they are ultimately less interesting for both parties. Avoid making him feel like he’s made a mistake. Guilt is never a good choice.
Know how to make concessions.
This actually amounts to having some leeway. This widely used business technique is, in fact, starting from very high in your goals and getting to the point you set out for yourself, giving the impression that you have made concessions.
Above all, do not try to convince your interlocutor. We all have our own sensibilities, beliefs, fears and values, and no one is obligated to share them. During a negotiation, it is therefore important to know that the interlocutor will not agree with you a priori. However, we must take the time to listen to him, without interrupting him, to agree to his arguments and to respect his positions. Without trying to convince him of the merits or the value of your goals. Only by adjusting your positions to his words will you come to an agreement with him. The goal is to agree on a specific point and not to convince her that he is wrong and that you are right.
Be prepared to negotiate.
Contrary to what one might think, a negotiation, even if it is well conducted, aims to serve the best interests of both parties. So there are different sliders to constantly adjust. If you make a concession, skillfully point it out to the other person so that they too will make one. The report must be balanced. A negotiation is give and take.
Certain interlocutors will not hesitate to place you at the foot of the wall, do not take it into account. Many like to feel and place themselves in a position of strength. Let them believe they are and don’t make the same mistake they did.
Ask your interviewer if they are satisfied.
“Is this deal right for you?” “. This is the question you can ask your interlocutor at the end of the negotiation by holding out your hand. You will know immediately whether or not he is sincere in his response.
Be prepared to give up if the conditions are not profitable.
If all the conditions are not met and you do not agree with the offer made by your interlocutor, be ready to stop negotiating.
now your turn.