Negotiating Tactics

Negotiating is an art that few of us know anything about. The good news is it can be learnt but for you to master it takes a bit of effort. But nevertheless, you can try. But you must begin by reading this book.

IF YOU HAVE always longed to talk your way into or out of any situation
without losing your job or worse, your life, Negotiating Tactics must
surely be read and re-read by you.
This no-nonsense, all-solutions book is a combined effort of 12
experienced negotiators. It is specifically designed to get you out of
tricky situations in the boardroom, conference room and, especially, the
negotiating room.
There is a portfolio of more than 70 techniques on how to worm your way
out of boardroom ambushes, defusing explosive situations and getting an
edge over your competitors. And there are a few examples of what is often
described as a `minefield' in a very competitive world. I was amazed at
the ready-made solutions that the book has to offer. It covers any
negotiating situation and problem conceivable. The book's presentation is
straight-forward and easy to digest. It is a handbook for any person who
aspires to be an above-average negotiator in any given situation.
Of course, it does not guarantee an individual 100 per cent success over
his opponent. Your rival may also have read this book. Worse, he could
have read several books and practised the techniques over a period of
several years.
At the end of every chapter (10 in all), there is a checklist for the
student or reader to digest. The checklist is a last-minute revision in
case you forget (it often happens) all the points mentioned. It offers the
reader immense relief to know that he has an encapsulated form of pill-
like solutions to all the ills and headaches that come by way of
negotiations - devious or otherwise. A sample from the toolbox of tricks
of the trade: (picking at random) technique 63. It tells what to do when
you fall flat on your face. Apologise, firmly and quietly. Human
psychology reveals that people are more forgiving than most inexperienced
negotiators would give them credit for.
The answer to an embarrassing situation when you discover (to your
horror and dismay) that you have made a horrendous mistake is to quickly
say sorry. Henceforth, try and offer an alternative solution based on new
information gathered. Don't dwell on the mistake. Start asking questions
and get back to the game of negotiation.
All these techniques will, of course, mean little if you do not have any
`battlefield experience'. For example, there is only so much you can do in
the art of shadow boxing. The real crunch comes when your opponent starts
hitting back when the match begins. Tactics are best learnt across the
table, in the boardroom or coffee shop. The more you negotiate, the more
you absorb and learn.
The front cover of Negotiating Tactics looks like a nondescript school
text book but its contents are like titanium-tipped bullets that penetrate
most covers employed by the other party.
Here's how you take on an arrogant-know-it-all. First, you make sure you
are well prepared and have planned to the last detail. It is said,
`Nothing takes the wind out of the bully's sail like well documented
evidence.' In the event you are the unfortunate victim of one who shouts
and abuses in an otherwise quiet negotiating room, ask for proof when
certain accusations are put forth. Don't be distracted by the noise and
verbal discharge. Keep on asking for proof. Seldom does the bully come
armed with evidence.
The second tactic is to call for a break in the negotiations. This is to
allow the bully to cool his heels and bring peace of mind and composure to
your goodself. Third, request for a change in venue. A change of
atmosphere usually dispels the highly charged emotions endemic in the old
venue.
Above all, remain calm under such circumstances. It's when the other
party is losing his head that it is imperative that you keep yours.
Finally, maintain your position and state it over and over again. This is
like hitting your opponent with a left-right, left-right combination as he
comes charging at you.
To say that this book is well presented is an understatement. It is
absolutely marvellous. It grabs the issue by the jugular and proceeds to
throttle the subject till it gives in. It is highly recommended that no
human resource personnel, whose bread and butter is laid on the table of
negotiation, is without this book. No workers union negotiator should be
without it either. The tactics expounded are legitimate. There is nothing
unlawful proposed within the covers.
You will learn from chapter one that it is crucial to build mutual trust
and rapport with whom you are negotiating. It is not advisable to go in
with both machine guns blazing. You may very well hurt your opponent but
there is also a high risk that you will be killed in the crossfire.
When all is said and done, technique 72 (the last one) suggests you
seize the initiative and close the meeting after you have presented all
your facts. It shows you are in control. Never try to be clever,
especially deceitful. Respect is seldom earned through devious means.
Across the table, respect must be earned and it must be mutual. The next
time, you may need that person as a friend even if today he may be your
rival.
Let the negotiations begin!