Blog: The Negotiation Edge

I will be blunt: This is a total sh*t show.  Here’s how to negotiate with your vendors, clients, counterparts, and colleagues so we all survive and put ourselves in a position to pick up the pieces after the COVID-19 pandemic.

Here are 3 steps to fixing your deals during this time: 

1. Deactivate the fears
2. Dynamic silence
3. Shape new thinking with a “How?”

Procurement is an entity that tends to strike fear into the hearts of most salespeople and many executives. Interestingly enough, that’s who the negotiation system in Never Split the Difference was originally designed to prevail against. 

Here are some fine points on how to cope with procurement and help move them toward outcomes you desire.

What’s wrong with “always be closing”? 

To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always be closing is the same thing as “always be damaging” the relationship—which means you’re sacrificing tomorrow for today, and tomorrow is coming.

At the same time, always be closing has its upside, too. Here’s what’s right and wrong about it and how to integrate these ideas for success.

Negotiation isn’t always about the words you say and the way you say them. Nonverbal cues often play a crucial role in how things go when you’re sitting at the table.

More specifically, body language is both an amplifier and an indicator. 

Here are the ways to maximize body language negotiation tactics—and get better outcomes because of it.

You’ve got a logjam. The other side has dug in. Your boss may want you to make this deal or maybe there’s something else motivating you to work it out. The thought of giving in leaves you with a bad feeling in the pit of your stomach.

What should you do in this scenario? It’s easy: Unleash a tactical empathy nuke—a “that’s right” summary. 

Labels are the best information-gathering device out there. Bar none. This is so true that Brandon Voss of The Black Swan Group has even designated a subset of labels known as asking labels.

Why are we traditionally taught to ask questions? Because it’s the easiest way to gather information, or so teachers say. 

The Black Swan Group actually defines negotiation as an information-gathering and influence-building process. The problem is that most of the time, questions are a lousy way to gather information.

You’ve landed a new job or been offered a promotion. Awesome.

How do you get paid more? Use the following subject line and then follow The Black Swan Group’s email negotiation guidelines.

How can I be guaranteed to be involved in projects that are critical to the strategic future of the company?

Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that way.

Today, we’ll explore four rules of anchoring that can help you better understand how you can use this technique to get better deals.

There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage

1. It’s a compromise.
2. It’s lazy.
3. It assumes a zero-sum game.
4. It lacks tactical empathy. 

The most dangerous negotiation is the one you don’t know you’re in.