Negotiation Strategies


There are several common strategies you can use to gain a higher bargaining position in negotiation. The most common is a biding process, which pits one party against the other and increases both parties’ desire for an item. Another popular strategy is the bogey tactic, which involves pretending that an issue of minimal importance is important, and then trading it for a major concession. These strategies have many uses in negotiations, and all can be valuable if used properly.

Before entering any negotiation, it’s important to understand the goals and limitations of each party. For example, if you’re negotiating with a potential employer, you’re likely negotiating a salary. Similarly, if you’re negotiating with a potential partner, you’ll need to assess his or her qualifications, experience, and background before beginning any conversation. You’ll be able to build a better rapport with this person by gaining some insight on his or her strengths and weaknesses.

A good negotiator understands that a good deal requires a long-term relationship between the two parties. In addition to outlining the expectations of both parties, successful negotiations include written contracts, followed up communications, and follow-up to ensure that a compromise is actually implemented. In the case of real estate, for instance, it’s critical that both parties understand each other’s point of view. If this is not possible, then it may be best to walk away from the negotiation.

The majority of negotiators take the fundamental scope of a deal for granted. They might consider a limited set of options, such as a short-term versus long-term deal. Essentially, they guide their negotiation by comparing the BATNA to the desired outcome. In the entertainment industry, an example of a narrower scope can help you understand when a change in the scope of the negotiations is warranted.

In the business world, anchoring refers to setting a reference point that guides the other party to the suggested price. Anchoring is a good tactic when the customer wants to buy a car for $65,000. Therefore, the counteroffer would be 50,000 to $55,000 dollars, while the customer wants to buy a new car. When the other party believes that their proposed price is too high, the customer will often counteroffer.

While many negotiated deals are inferior to the desired outcome, they are still better than nothing. Although a negotiated agreement often includes some negative elements, these elements may be acceptable as part of a larger improvement package. Ideally, you’ll be able to come to an agreement with a win-win solution that benefits both parties. So, what are the advantages and disadvantages of negotiation? In some cases, it depends on the nature of the disagreement.

It’s important to remember that emotions only affect negotiations when motivation and ability are high. When motivation and ability are low, PA will do little to help you resolve the problem. By being proactive with emotions, you can focus your negotiation on the problem at hand and help both sides manage their emotions at the same time. If one party has too many emotions, you can always request a break to cool off. And remember to always set clear expectations and goals for yourself and others.