Asserting your own interests and reaching an agreement while negotiating can be tricky.
Whether at work (for example, in the sales department), with our partner or in other situations in our daily lives, we all have to negotiate at some point in our lives, because we are social beings and we have to live with other people .
Negotiating is an art, and for this we must master not only some techniques specially designed to maximize our chances of success in a negotiation, but we must master a series of communication skills such as those explained in the article ” The 10 basic communication skills “
Tips to close a deal successfully
Now, what can we do to be successful in a negotiation? In the following lines we explain it to you.
1. Get to know your interlocutor
It is always ideal to know who we are talking to (for example, their values). Sometimes it is possible to investigate the person in front of us, either through their social networks, Google or through mutual acquaintances. On other occasions, however, this will not be possible, so we must take some time to learn more about what the person in front of us is like and analyze the situation that surrounds us.
2. Identify the other person’s need
Not only is it necessary to find out information about the person and what they are like, but we must know their needs. Knowing what you are looking for and what you want to obtain is essential to be able to negotiate with someone. Otherwise, we will be hitting the road.
3. Be clear about what you offer
In addition to knowing the product or the needs of the other interlocutor, it is also mandatory to know yours. “What do you offer?” or “What do you need?” are some of the questions you should ask yourself before starting the negotiating conversation. Any negotiation requires that you know yourself in depth and that you are clear about the added value you offer.
4. Be empathetic
Empathy is key in any interpersonal relationship, but it is also key when we intend to negotiate with others. Empathy means putting yourself in the place of other people, understanding the world they perceive and the emotions they feel. This is essential if we want the negotiation to end successfully, because it allows us to regulate our own behavior and adapt it to the situation and the interlocutor with whom we negotiate.
5. Actively listen
When we negotiate, the other person has a lot to say and not just us. But although it may not seem like it, many times we hear and do not listen. This happens especially in a negotiation, in which we want to impose our needs and it is quite common that we want to sell ourselves well at all costs, and sometimes only thinking of ourselves.
And it is that listening is as important as speaking, and that is why it is important to make a complete communication with the other side of the negotiating table. The best option in this case is active listening, which not only focuses on the verbal message, but also on the non-verbal message and on the emotions that the other person projects.
- If you want to delve into this aspect, you can read the article ” Active listening: the key to communicate with others”
6. Don’t expect to get everything you want
When we face a negotiation it is important to be aware that we will not always achieve 100% of what we propose because the other person also has needs. Therefore, it is important to learn to give in, but not at any cost. The goal is to reach equilibrium, to that point where both partners win.
7. Be persuasive
A good negotiator must be a person with persuasive skills, as it is necessary to convince the other interlocutor that what we offer is good for him as well as us. Persuasion is not scamming the other person, it is an art that can be learned and that aims to make our point of view attractive to the other person as well.
- To deepen: ” Persuasion: definition and elements of the art of convincing “
8. Trust yourself
It is impossible to convince anyone if we are not convinced ourselves of what we offer. And even less so if we are not convinced of our chances of success in the negotiation. Many times it is not what we say, but how we say it. If we are confident in our arguments, it is possible that the other person will trust what we propose.
9. Manage your emotions appropriately
A negotiation is not a bed of roses, so there are conflicting moments. If we want the negotiation to end well, it is necessary to redirect the situation to an area where it is possible to speak calmly. Therefore, controlling and managing emotions is almost mandatory, because getting angry does not benefit the smooth running of the negotiation at all.
If you are aware that the negotiation is complicated and the two parties are not in the optimal negotiation zone, it is better to take a few minutes of rest to clarify the ideas and return to the negotiation table with a different spirit.
- Mindfulness can be a good tool for these moments of tension. You can find out more in the article “ Mindfulness at work: what are its benefits? “
10. Have a positive attitude
A positive attitude and optimism is necessary in a negotiation, as there may be times when things do not go the way you want. Staying positive helps you find balance and allows you to deal with adverse situations that may arise at a negotiating table.