Tactics and Goals

Before you can enter into a negotiation with another party you must first have a clear understanding of the goals you wish to accomplish, and not lose sight of the goals.  Some negotiation tactics employed by the other party are designed to through you off kilter and lose site of the goals initially set and potentially end in an agreement satisfying the other party’s goals and not your own.  Prior to entering into negotiation once should have a solid idea of what strategies and tactics they plan to use and which they will resort to if the other party preforms unexpectedly.  Depending on the desired outcome and what is important in terms of future relationships, and outcome some tactics may be positive and some may in turn be negative and effect any future negotiations the party may encounter with one another.  Bernie Madoff said “whoever speaks first loses,” despite his lack of moral regard, he was able to “win” his negotiations, in part through silence.  In some situations one party will provide too much information to the other party and not realize.  Thinking back through my own personal negotiations, I am guilty of talking too much.  It’s a way of breaking the ice, creating a relationship, and establishing a comfort level but at times, I wonder if I provided too much information and put myself in an unfavorable position to achieve the outcome I wanted.  A personal goal would be to practice silence in certain situations and listen to the other party to get a better handle on their position and possible incite on to their next negotiation tactic.  When the other party becomes silent, I feel more of a need to spark discussion and therefore I put myself in a position to lose.

Another goal would be to better understand the tactic of reversal.  More often than not when I meet with potential clients and begin a negotiation, they are more researched because of the monetary cost of the decision.  Not that I don’t do my homework, but it’s more difficult to close a deal when the other party feels they have the upper hand.  In real estate if I am showing a home, and the other party knows exactly long the home is been on the market, the price reductions that occurred, the potential disparity of the owner to rent of sell the home due to the current market conditions it becomes harder to convince a prospect that if they choose not to move forward that there is a large pool of folks are interested beyond them.  When someone is armed with facts they try to negotiate in their favor and you tend to be on the side giving in to compromise and losing more of the deal.  I have utilized reversal in the past and it has worked, but there are times that it has not worked favorably.   I would like to learn how to switch the power play back to my favor in certain more competitive situations.  I don’t necessarily revere reversal as negative, it could be depending on the application, but I believe in truthful, honest and upfront negotiation.  Facts are facts it’s how you respond to the facts whether they be positive or negative that aids in closing the deal.  If one is untruthful in their response than the situation becomes negative. A third goal is to create a reputation for credibility, and set a higher personal standard of not being too nice, but establish trust through relationships bonded by creativity, focused on mutual gain, and collaboration.

Calling it quits seems and making assumptions are two negative tactics in negotiation.  Walking away or calling it quits, demonstrates an inability to think of a creative solution, collective work with another individual.  In a situation where the opposing negotiator seems to be unwilling to waiver, refuses to negotiate fairly or simply acts abrasively, the likeliness that they would be able to negotiate to a fair conclusion seems small as they are either unwilling or unable to think creatively.  I would like to learn enough tactics to avoid a situation where the best option seems to be calling it quits.  A new commercial has been aired that put’s a comical spin on making assumptions.  An assumptive comment is make while a couple is driving a car down the road, and both turn in to donkeys.  The statement is made by the other party “you know what happens to both you and me when you assume.’ It’s easy to make assumptions especially since assumptions can be made subconsciously and without second thought.  The goal would be more mindful of expected assumptions and be mindful that you could potentially be making assumptions without realizing. Negotiating without making assumptions seems like a goal that may take some expertise to attain. Working on assumptions and consciously avoiding assumptions would be the main goal, and focus on the tactics after building a starting point of clear mindedness.