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Some do’s and don’ts of negotiations You can find many great books about negotiating in business situations, but allow us to save you a bit of trouble by consolidating some important information. All the how-to books contain some very basic rules that are true in every negotiation. The following lists present these basics that you can use as a checklist before you begin your negotiations. First up, the don’ts of business negotiations:
Don’t say yes to a proposal the first time you hear it. Even if the proposal is too good to be true — especially if it seems too good to be true — wait and hear it again before making your final decision. The other party may be testing the waters to gauge how desperate you are for this deal.
Don’t be the first to name a price. Always try to get the other party to initiate the talk so that you gain important information that will help you negotiate more effectively.
Don’t negotiate with yourself. Some people, faced with silence after an offer, feel the need to fill the space with chatter. Often, they end up raising their price or inadvertently justifying the other party’s point of view. At that point, they may as well end the negotiations, because they’ve lost any power they may have had.
Don’t be afraid to say no. Remember that the opposite of no is yes. In a negotiation, there’s really nothing in the middle between yes and no. So, if you’re not happy with something you hear, just say no. Doing so forces the other side to possibly reconsider and present the idea in a different way that may be more acceptable to you.
Don’t be intimidated. Everything in business is negotiable, even if you’re dealing with writing in contract form. Don’t be intimidated by professional-looking documents with “iron-clad” terms.
Don’t trust the other party’s actions. If the other party arrives late to the negotiation or appears disinterested, don’t assume that this action reflects a lack of interest. The other party just wants you to think that.
Don’t talk about the deal or the negotiation in seemingly empty offices,
hallways, restrooms, or elevators, and definitely not on airplanes. You
just never know who’s listening.
Now that you know what not to do, here are a few things to do in every
negotiation:
Do try to hold the negotiation at your site or at a neutral site. Going to the other party’s office puts you at a disadvantage, because your opponent will be more comfortable and will also have the power to control your level of comfort in the room to his or her advantage.
Do deal only with the person who can make the decision. When you buy a car, the salesperson may claim that she must talk with her manager first. That move only gives the two of them a chance to renegotiate the deal. Control the negotiation by making a deal only with the person who can say yes or no.
Do control your temper and emotions. If you can’t control yourself, let someone else do the negotiating for you. Yelling and screaming never results in a good deal.
Think of negotiation as a game — a game you can win if you prepare for it, practice, and define some specific, achievable outcomes that will offer all parties to the negotiation a win-win solution.
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