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Reading up on negotiation skills
Lisa Wichmann
The Holidays are upon us, and many of us have spent hours this month, trolling the shops and the Internet for gifts; racking our brains over what our spouses, kids and relatives actually want.
With that theme in mind, a book here at the office caught my eye: Negotiate Your Way to Riches: How to Convince Others to Give You What You Want. You could use the wisdom in the book to angle your way into receiving the perfect present. Or you could use it as intended—to sharpen your negotiation skills.
But be careful. The author, Peter Wink, is a little too enthusiastic at times. Early into the book, he urges us to "never let a day go by without negotiating with someone over something."
According to Wink, we should negotiate with family members, coworkers, store clerks, strangers on the street and "anyone else, everywhere else." It sounds like a good way to get punched. Wink himself even negotiated a volume discount with his hairdresser—hopefully not when he was holding the scissors!
That part of the book is worth a chuckle for sure. But aside from his zeal about negotiating 24 hours a day, the author puts forth solid, valuable advice on effective communication, resolving conflicts during meetings, and being prepared for the ploys suppliers can play.
For instance, ever had a supplier say he wasn't the final decision-maker on the deal? According to Wink, the final decision-maker tactic is one of the most common, used to make the party look like the good guy at the bargaining table.
Wink says you can counteract the strategy, by immediately saying you have to report to a final decision-maker too, and pointing out how much longer this makes the negotiation process. Or, you could put the supplier on the spot as often as possible, by asking questions about the final decision-maker.
Equally useful is the 'surprised look'. Just seconds after the other side gives you an opening offer or counteroffer, "immediately use body language to show that you're shocked, surprised, insulted, or even very upset." That might include raising your eyebrows, or letting your mouth hang open.
If the supplier uses the tactic first, you should act surprised that they look surprised, or say "What could you possibly not be happy with? or "Did I say something to offend you?"
Wink goes into a spate of other tactics purchasers can use—or counteract, depending on the situation—such as the "good guy/ bad guy" routine, the "puppy dog" and the "old squeeze play."
The author, aside from writing, provides consultations and seminars on negotiating skills. But I have a feeling he wouldn’t budge on his price!
—Lisa Wichmann
Editor
Contact the editor at lisa.wichmann@pb2b.rogers.com
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