I started off my negotiation specific blogs with one of my favorite tactics, the flinch. I really should have started at the beginning. Studying negotiation has been a fascination for me, and in my business, it is a subject not to be taken lightly. Sure, we can have some fun along the way when we make our deals, but many times serious issues and big money is at stake. Therefore I will try to keep this blog light to entertain, but I do understand that we often negotiate serious issues in business and personal lives.
That is why I have committed myself to the subject. I watch and note different styles, tactics, how they are applied, and the subsequent results. Many of my lessons and teachings have come from the masters, so understand you may have seen some of this information before. But I hope to add some context and humor to the quick snippets to add to your knowledge of negotiation.
First step in a negotiation is understanding your role and context. YOU DON’T MATTER! Once you can grasp that your negotiation partner/opponent most often does not give a hoot about you or your objectives, you can get to work…and with a huge advantage!
In the beginning it is all about gathering and understanding your opponent’s needs and wants. (I will use opponent in the context that this is not always a competition and sometimes it could be working with someone with similar goals, like in a partnership. But I will be consistent with saying the person is your opponent).
We will use this information to start to shape our strategic plans in our quest to reach our goals. Next time we will take about gathering information.
Andy Cagnetta owns and operates Transworld Business Advisors. He joined the company as a sales associate and later purchased it. Transworld is an international franchise business and franchise brokerage, with thousands of businesses for sale and franchisees in the United States and Internationally.