Negotiation Tips, Techniques and Tactics

Finally we arrive at the last four of these negotiation tips, techniques and tactics, and almost the end of the book. The first tactic below is a powerful one that may have been used against you at times without you noticing.

16. Refer To Precedent

There are three types of precedent in the context of a negotiation. The first is your own; "This is how we have done it before." Better is the general; "This is how it's normally done." The best is their own; "This is how you did it before."

There is power in precedent. That's why "we'll split the difference," can be used so well. People are familiar with the idea, and it is used a lot. If you are using a creative technique to buy real estate, for example, just telling the seller, "It's done this way all the time," can make him immediately more comfortable with the offer.

Negative precedents can be used as well. If you don't like a suggestion, and you can honestly say, "When xyz corp did it that way with abc, they both saw profits drop," they'll probably drop the suggestion.

As part of your research and preparation, take notes on some good positive and negative precedents related to the issues involved. Just remember that using their precedents is the most powerful technique. Imagine if you want something done a certain way, and you can say,"Your company has always done it this way." They'll usually concede the point.

17. Create Identification

Look for things that can create identification. People are more helpful to those who are like them,or in a situation they have been in. Dress like they do, find common interests and point them out, and point out if your situation is in any way similar to one they have been in. This one, like others of these negotiation tips and tactics (including the next), might seem too deceptive, and perhaps it is - I leave that judgment to you. But it is wroth noting that we do this all the time unconsciously in any case.

18. Play To Ego

Beyond mere flattery, you can use the egos on the other side to your benefit. If you are raising money for a charitable project, you could name the campaign after the sponsor. If there is something you want done, let them prove they can do it, after you say,"I've heard you can... Is that true?" Credit the other side with successes in the negotiation. Isn't it better to have more of what you need than applause?

19. Get Others To Help

Make a list of other people that might help you with the negotiations, and ask them for advice or even participation. These could include former employees of the company you're negotiating with, experts in areas that are related to the negotiations, and many others. You may even get the secretary of the other company's president to help you, just by asking.

I hope you found the negotiation tips and techniques and information in this book helpful. On the last page we wrap it all up with a short outline of the negotiation process.

Continues here... How to Negotiate - An outline of the process.