Negotiation Tactics for Getting Better Deals In-Person

Negotiating in person is a valuable skill to possess. Face-to-face discussions allow for more effective communication and can lead to better deals. While online negotiations have become more common, there is still nothing quite like sitting down with someone and working out a deal in person. However, this method of negotiating can be intimidating for some, and without the right tactics, it can lead to less-than-desirable outcomes. In this article, we will discuss effective negotiation tactics for getting better deals in-person.

The Importance of Body Language

One of the most crucial elements of in-person negotiations is body language. Nonverbal cues can be just as important as what is being said. It is essential to be mindful of your body language, as it can convey confidence and assertiveness. Some key elements to keep in mind include:

1. Maintain Eye Contact

Eye contact is a powerful way to convey sincerity and confidence. It also shows that you are actively listening to the other person. However, be careful not to stare too intensely, as that can come across as aggressive or hostile.

2. Have an Open Posture

Crossed arms or legs can give off a defensive or closed-off vibe. Instead, try to keep your arms and legs uncrossed and your posture open. This can signal that you are open to discussion and willing to compromise.

3. Use Nodding and Mirroring

Nodding along with the other person’s points can show that you are engaged and understanding. Additionally, mirroring their body language, such as leaning in when they do, can build rapport and create a sense of unity.

Active Listening

Effective negotiation involves not only speaking but also actively listening. When the other person is speaking, make sure to listen carefully and ask clarifying questions. This shows that you are genuinely interested in what they have to say and can help you better understand their wants and needs.

Active listening also involves acknowledging the other person’s points and repeating them back in your words. This shows that you have been paying attention and can help prevent misunderstandings.

Strategize Your Offers

Before going into an in-person negotiation, it is essential to strategize and come up with different offers and counteroffers. This can help you stay focused and avoid making rash decisions during the negotiation. It is also helpful to have a BATNA (Best Alternative to a Negotiated Agreement) in mind – this is the best outcome you can achieve if the negotiation does not go as planned.

When presenting offers, it is important to justify your reasoning and provide evidence, such as market data or financial projections. This can add credibility to your position and make your offers more compelling.

Find a Common Ground

In any negotiation, it is essential to find common ground with the other person. This can help build rapport and create a sense of collaboration. Instead of starting with your differences, try to find shared goals or interests and build upon those. This can create a more positive and productive negotiation environment.

Know When to Walk Away

Not every negotiation will end in a mutually beneficial deal. Sometimes, it is necessary to walk away if the other party is not willing to budge or if the terms of the deal do not align with your goals. It is important to know your limits and have the courage to walk away if needed.

Final Thoughts

In-person negotiations can be intimidating, but with the right tactics, they can lead to better deals and stronger relationships. Remember to be aware of your body language, actively listen, strategize your offers, find common ground, and know when to walk away. With practice, you can become a skilled negotiator, and your in-person negotiations will be more successful.

Reference:

“Negotiation Tactics for Better Deals.” Harvard Business Review, Harvard Business Publishing Education, 31 July 2019, hbr.org/2019/07/negotiation-tactics-for-better-deals.