I will give the summary of the article away in 2 sentences.
Whenever, you sit down to negotiate, be the first one to start, establish a rationale, put up more than 1 offers/routes/thought-processes, display confidence not just in yourself but also in your numbers. Also, do not take into consideration the ridiculing smiles or fletches and always sleep over the deal even if it is offering you more than you asked. Follow these 4 rules and justify the end with your means.
Negotiation is never just about money. It can take many forms. Negotiation can be about your role at your enterprise, a sales deal that you are striking, your passes for a concert, winning a war or entering into someone’s inner circle. It is one of the most prominent ways through which human civilizations have been interacting with one another since recorded history. It is a way of life.
“You never get what you deserve.. you always get what you negotiate for..”, they say..
The primary way through which we have been doing business, interacting, perceiving and understanding others boils down to this.
Remember four things.
Never go last.
This is a golden rule; one single most prominent and sure shot way to establish an upper-hand. The one who goes first, gets a chance to establish a rationale. Once, during a negotiation, a party establishes a rationale, or a couple of different thought-processes about their perspective, your mind is conditioned. You are listening and agreeing to their look-out and specific points they state. Its harder to agree to their rationale and disagree to the conclusion.
Never agree towards the end of the meeting
This is one of the most famous ways used by parties to negotiate their demands. When you are sitting across a table, and if there is a time cap on your end, never agree towards the end. When a discussion approaches the end, do not make a decision. It’s better to make a thumb rule. Even if the other person offers you more than what you asked for, take some time off and think about it. Always sleep over the issue. There should be no room for regrets or disappointments or sad realizations later.
Do not consider frisking and fletching
When the person sitting across you fletches, its a danger sign. It typically is meant to pressurize you or to show you how ridiculous is your offer, logic or rationale. Most of the times, fletching or ridiculing smiles are not born out of natural impulses; they are programmed to appear or be carried out at certain stages or on certain points.
Do not lose confidence
Confidence appears not only in your numbers but also in yourself. When you are asking for something in return, you need to be at the peak of your self-expression. Your thoughts, greed, genuineness, love, selfishness, honesty and every other quality of yours which has led you to that side of the table has to be freed and displayed. You own the room; so straighten your back, clear your throat and put your mind to purpose.
Words are more important than substance. Remember that and you shall excel.