Combat tactics What is a move
Negotiation tactics: 7 ingenious tactics for more success
Who prevails in negotiations often depends on the right negotiation tactics. Negotiating is an art - but also one that can be learned. No matter how good the arguments are, in the end the negotiation goal cannot be achieved or enforced. It is therefore wiser to use a few tried and tested psychological tactics when negotiating. Even if only to get the process moving. Here we present 7 ingenious negotiation tactics for more negotiation success ...
➠ Content: This is what awaits you
➠ Content: This is what awaits you
Negotiation tactics: why at all?
The starting situation is the same in every negotiation: Different demands and goals collide. So both sides try to convince or wrestle each other with arguments. Hopeless! Arguments are a good thing where plaintiffs and judges are different people. But if the addressee can decide for himself whether the argument convinces him, it is not good. Arguing is about searching for the truth - negotiating is about success. Here it is not who wins who are right, but who negotiate more skillfully.
This is where negotiation tactics come into play. Of course, arguments are not entirely useless. They can make you crumbling and tired. Much more important, however, is that you know which argument, which strategy, which move you are using and when. If you go into a negotiation haphazardly and unprepared, it is easier to be ripped off. And is more susceptible to the negotiation tactics of the other party. This not only applies in salary negotiations, but also in meetings, for example if you want to convince your colleagues of your point of view or want to implement your idea.
In short: The right negotiation tactics are about acting strategically - using psychological methods such as bluffs, instincts or staging. It's a mix of chess moves and counter moves, tactics and counter-tactics. Always with the aim of achieving an optimal result or influencing the negotiation in your own favor.
7 brilliant negotiation tactics for more success
The most important negotiating tactic is thorough preparation. The more you know about your negotiating partner, his interests or motives, his arguments and possible counter-arguments, the more successfully you can negotiate. You should also be clear in advance about your own goals, scope for negotiation and limits. In this way you do not risk any unpleasant concessions and you can better parry objections.
They also have the following psychological tricks and tried and tested negotiation tactics have proven themselves many times over:
1. Opening tactics
Whenever possible, make the first move and the opening bid. Those who start, end significantly more often with a negotiation result that corresponds to their goals. What has a psychological effect is the so-called anchor effect: If we are unable to assess the value of a thing, our brain can use a number taken entirely from the air as a reference point - in this case the opening commandment. So, for example, never be shy during a salary interview and confidently state your price right at the beginning. The more precise the better.
2. Moral tactics
A successful negotiating tactic can be to give in on specific (but less relevant to you) points. You are signaling your interlocutor that you are willing to compromise. What works psychologically here are feelings of guilt. Whoever is first to be accommodating puts the other under moral pressure to act. If he doesn't want to look stubborn, he too has to make compromises. The negotiating tactics have an even stronger effect in front of an audience.
3. Heart Attack Tactics
Experienced negotiating partners are prepared for rational arguments. They know how to downplay or weaken these with rhetorical means. But what very few can deal with are great emotions. For example, if you stage a shock, bewilderment or indignation at an offer from the other side, this immediately unsettles you. Of course, the shock (also known as the "heart attack tactic") must remain credible and be supported by body language, gestures and facial expressions. So don't overdo it. Too much drama seems ridiculous. A measured expression of shock can, however, be an enormously effective negotiating tactic and has already triggered quite a few concessions.
4. Silence tactics
Tactical silence is one of the most powerful and most underrated negotiation techniques. Hardly anyone can stand the silence in negotiations. The technology is so simple: Make your request - and be silent. Let every contradiction fizzle out. Just look your counterpart in the eye, wait a little and repeat your request again. Quite a few then begin to justify themselves - and thereby make themselves vulnerable because they use increasingly weaker arguments. Until they finally make themselves insecure. Then comes your strong point. The rest is silence again. They signal determination as well as mental strength.
5. Position tactics
When negotiating, the interlocutors typically face each other or sit on opposite sides of a table. Psychologically, this creates two fronts that harden quickly. If, on the other hand, you stand or sit next to your negotiating partner, you increase the chance that they will agree and meet you. Reason: It is harder for us to contradict and reject someone who is literally on our side.
6. Consent tactics
Or to put it another way: get your counterpart in a mood of approval. The best way to do this is to let the other person say “yes” a few times during the initial small talk. Before you start the real negotiation, ask harmless questions, such as: “Did you have a good rest on your last vacation?” Or: “Isn't that crazy: Christmas will be again in 90 days ?!” The only important thing is, that your partner answers the questions with "yes". In NLP language one would say that you “prime” or “condition” your counterpart to say “yes” for the later negotiation. Alternatively, you can ask your partner a favor beforehand. Because after people have helped someone, it is easier for them to make commitments. Behind this is the so-called Benjamin Franklin Effect. So you could ask for important information about a current project before the interview - or a glass of water. Anything that your partner is likely to say "yes" to again.
7. Salami tactics
Everything seems to be dry. The most important points have been clarified and the negotiation is nearing its end. Those involved are tired but happy that a result or compromise has been reached. One of the most popular negotiating tactics is to start again right now, question everything, and make one final request. A classic salami tactic: This is often accepted because nobody feels like starting over. The close deal often generates a hasty “yes”. Even if you don't use this negotiating tactic: Be careful not to fall for this technique - and stay focused and attentive until the end (see interview).
Negotiating tactics interview: the final minutes decide
You can negotiate skillfully and still fail in the end. Matthias Schranner began his career as a negotiator at the SEK. Today he is a professional negotiator ("Ghost Negotiator") and author of numerous books. He knows from experience that negotiations are often decided in the last few minutes. In the interview he says how ...
Mr Schranner, you say that the last three minutes of a negotiation are crucial. Why?
Especially at the end, victory or defeat is often decided again. If you lose your nerve in this last phase, you lose the deal. Unfortunately, this happens a lot.
What mistakes are made then?
There are two different directions and types of negotiation: the attack type and the escape type. The escape type wants to finally end the conflict and hastily offers a compromise. In short: he gives up. That cannot lead to an optimal result in his sense. The attack type, on the other hand, talks too much. He communicates too much information. Especially unprepared and uncoordinated. Effect: The negotiating partner who was just convinced of a good result gets a queasy feeling, doubt - and gets out.
Why do people do this?
The silence in the crucial phase is difficult for many people to endure. In technical jargon this is also called standby stress. In this silence before the handshake, there is a crackling sound, the air vibrates and now you can see who has the better nerves.
What can I do in these last few minutes?
There is strength in calm - and silence. The trick is to slow down the negotiation for the last three minutes, slow down the pace and come to a deliberate act. Those who cannot stand the silence can at least look back verbally. For example, a summary that is also visualized is good.
What is the best way to close a negotiation?
As positive as possible. With a lot of thanks and emphasis on what we have in common. But please never put on a winning smile or show any triumph. This again creates a feeling of disturbance.
Thank you for the good, common conversation.
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