Do You Know How To Better Control Negotiations? Negotiation Tip of the Week

“I’m not sure who was being manipulated, us or the opposing negotiators. They seemed to be negotiating by a hidden power source. Over the 3-week course of the negotiation, they constantly took exception with the positions they adopted. Something kept making them change their position!” Those were the words of an overly befuddled negotiator as he lamented about the tactics the opposing negotiation team employed.

In every negotiation, there are four factors that you should be aware of. Those factors have a profound impact on the flow and outcome of the negotiation. Thus, if you’re aware of how and when to use them, you’ll have better control of the #negotiation. Those factors are money, power, ego, and control.

Money

Some people are motivated by money for its purchasing value. Others use it as a way to keep score (i.e. point the direction of their success, up or down). In either case, the outcome of the negotiation may hinge on the perception one has of how much he gained, compared to how much you got and/or he left you with.

If you’re engaged in a negotiation with someone of this mindset, realize that money is the source through which he’ll evaluate the negotiation’s outcome. To combat this mindset, speak in terms of money per how he’ll lose opportunities if he doesn’t accept your offers. You can also use scarcity (i.e. the offer will only last a short time) to motivate him to take action sooner versus later. Keep in mind that you may possess something more valuable to him than money.

Power

Everyone wants the semblance of power. You need to know their sense of power in order to understand what source(s) might stimulate them to action (i.e. why they want it, what they’ll do with it, how it will make them feel).

Once you understand their sense and source(s) of power, you’ll have greater insight as to how to advantage it. Addressing it may be in the form of allowing the other negotiator to think he has power, based on the demeanor you project (i.e. someone that’s non-confrontational, go along to get along).

Ego

Everyone has an ego. In some negotiations, it may behoove you to deny the recognition of someone’s prestige, accomplishments, or whatever recognition sought from you by the other negotiator. The lack of recognition, related to one’s achievements, can be a powerful strategy to employ. You can withhold or extend acclamations until he acclimates to your position.

You can use praise for this purpose. You’d stroke his ego, when appropriate, to keep him aligned with the outcome you seek. Vary the degree of stroking based on the intent and outcome sought! In either case, make him feel that he’s earned what you grant him.

Control

Control is a human factor that determines how safe or unsafe someone feels. Like the other factors mentioned, control is perceptional. Thus, if you think you have or don’t have it, you’re right.

To create the façade of the other negotiator having control in the negotiation, make concessions that may appear to be to your detriment; red herrings can be used for this purpose. In some cases, granting control at the appropriate time can be a way to control the negotiation. Before granting it, know it’s perceived value.

When you utilize the four factors mentioned above in your negotiations, you’ll be better positioned to use those factors to your benefit. Doing so will allow you to maximize your negotiation efforts… and everything will be right with the world.

Negotiating Skills – Dealing With ‘em Smart

Kevin Spacey made it seem like very serious business in “The Negotiator” and we agree with him! It is important that budding entrepreneurs equip themselves with a strategy for effective negotiation. Why, you ask? Its simple… every one thinks about their own selves, avers Dale Carnegie of “How to Win Friends and Influence People” fame. Doing smart business is often a question of striking deals that are attractive to others while serving one’s own interests. This is where good negotiating skills come in handy.

Negotiating skills are needed during all business interactions, be it acquiring a new client, striking deals with suppliers, hiring new employees or even keeping the ones you have. Bear a couple of things in mind to negotiate well:

The personal touch: Whatever be the deal you are trying to negotiate, keeping in contact with the other party is essential. By this we do not mean fixing appointments over the answering machine! Ideally, one should make an effort to meet the client or vendor in person. This will not only secure the other parties’ attention but also give you a chance to assess them closely.

Understand the terrain: The strategy you employ during negotiations will depend upon the other party as well. For instance, if you have common interests, collaboration is the most likely outcome. Compromise is yet another outcome, wherein both parties settle for something a little short of their individual targets. But if your groundwork is strong, you could be calling the shots. Be a patient listener and try to get as much as possible out of the other person; this will put you in the driver’s seat. Prepare and play your cards well, else you could find yourself accommodating more and more concessions.

Aim high: While the idea is to make the deal as beneficial as possible, that’s probably what the other person is going for as well. So, define your targets and keep them high enough to ensure that you do not lose out in the bargain. Ensure a fairly large margin to play with. While setting goals, stick to what is best for your company, (reputation included) rather than that which merely enhances profits. Remember to be discreet about your own goals while negotiating; keep the opponent guessing about what’s on your mind!

Keep the ball rolling: Good negotiating skills require adopting an active stance. For every problem the other party comes up with, discuss possible solutions. Be enthusiastic and persuasive; emphasize common ground and stress on the benefits of the deal to the other person. Unexpected opportunities might emerge during the dialog; hence be prepared to request for more time, if you need to consult with others. Likewise, if dispensable clauses seem to be getting in the way, compromising on them is probably the best thing to do.

See which way the wind blows: Don’t hesitate to make or seek clarifications as this will avoid confusion later. Think twice before you agree to anything new on the spot; there might be more to it than what is obvious. Keep your ears and eyes open for any changes that might not be in the best interest of your business. Calling off a deal that is a no deal is just as important as negotiating well.

Face roadblocks head on: While conflicts are common to all negotiations, they need to be handled with caution. Suggest temporary solutions to problems until they can be discussed at length later. This way you could buy more time to tackle those difficulties efficiently. If there are more than two people on either side then call for a vote to resolve the setback.

The devil is in the details: Once you see the deal through, take care to outline the terms and conditions carefully. Specify the validity of the contract and clauses addressing compensation if the deal falls out among other things. Do this meticulously to avoid loopholes. Attention to minute details will help save precious time and money, should the tide turn against you. Look before you leap; don’t make any commitments before the deal is down in black and white.

There might come a time when it seems like the discussion is headed nowhere; stay patient and focused through it. “Getting to Yes: Negotiating Agreement without Giving In” by Roger Fisher, William L. Ury and Bruce Patton , could be a good start for those of you wanting to nail the deal at top speed . “Interviewing, Counseling, and Negotiating: Skills for Effective Representation” by Robert M. Bastress and Joseph D. Harbaugh, could improve your negotiating skills a great deal. If poor communication has been getting in the way of your negotiating skills, solve your problem .

Finally, be confident about yourself and your offer; most importantly, end the discussion on a good note, whether you decide for or against the arrangement. With our tips to guide you, “The Negotiator” could well be your second name!

How To Use the Present Tense and Future Tense In Spanish and Spanish Verbs

This lesson covers the topic of how to use the present tense and future tense in Spanish with Spanish verbs. I am always on the lookout for learning-Spanish tips to share with my customers and subscribers of my newsletter. There’s something that I am beginning to notice more and more while living here in Colombia. It’s something that I notice native Spanish speakers do that English speakers usually don’t do when speaking Spanish (or English). It is something that separates those that speak conversational Spanish (or even fluent Spanish) from those that speak Spanish “like a native.”

Do you know what it is?

Well, Spanish speakers tend to use the present tense where English speakers would use the future tense. Let me give you some examples.

Last week I took a short weekend trip to the Colombian coastal city and stayed at a hotel. When I returned from the beach and went to “mi habitación” after the “muchacha” had finished cleaning my room, I noticed that she failed to leave any “papel de baño” or “papel higiénico.”

So I called the front desk and told the “señora” that answers the phone that there was no “papel higiénico en mi baño.” Her response was “ya se lo mando.”

Literally, that means “already I send it to you.”

I resisted the temptation of responding with “if you have already sent it to me, then it certainly isn’t here yet.” And I simply responded with “gracias señora.” Notice that she said “ya se lo mando.” A closer translation than the literal “already I send it to you” is “I am sending it to you now.”

“Pero mi punto es que” she did NOT use the future tense and say “ya se lo mandaré.” (I will send it to you now)

And this wasn’t an isolated incident of a native Spanish speaker using the present tense instead of the future tense. When I am on the phone here speaking to someone before hanging up the phone, the person may say “te llamo.” Literally, it means “I call you.” But in English, we would say “I’ll call you.”