5 Must-Know Negotiation Insights to Improve Your Results

Negotiation isn’t just for corporate boardrooms or million-dollar deals.

Whether you’re discussing payment terms with a vendor, finalizing a sales contract, or negotiating screen time with your teen – your success relies on your negotiation skills.

And while some people “wing it” using instinct, the most successful results come from applying proven negotiation strategies, tactics, and techniques.

Here are five essential insights to help you negotiate with more skill, influence, and confidence:

1. Everyone Is a Negotiator – Every Day
   Negotiation is everywhere.  You negotiate in business, at home, with suppliers, clients, contractors – even with your bank or phone company.  If you’re not negotiating, you’re likely overpaying, under-earning, or not getting enough value.

2. What You Want Is Owned or Controlled by Others
   From pricing to timelines and job offers, almost everything depends on someone else. Negotiation acts as the bridge between what you want and what others are willing to give – if they see a benefit for themselves too.

4. Most Negotiations Involve Predictable Tactics
   Negotiation involves gambits and countergambits – strategic moves used to gain advantage.  What’s the key to better results? Know when and how to use negotiation gambits.  Learn to defend against them.  Master countergambits to neutralize the other side’s tactics.
5. These Three Elements Could Make or Break a Deal

• Information: The more you understand about the other side, including its opening position, desired outcome, and limits, the better you’ll perform.  The general rule is that the side with the most relevant and accurate information usually achieves the best results in the negotiation.
• Time: Deadlines create pressure. Use deadlines and time pressure to your advantage. Typically, 80% of concessions happen in the last 20% of the negotiation.  That’s why people leverage time pressure.
• Personal Power: Learn about the 8 types of personal power and how to leverage yours effectively without triggering resistance.

Your Negotiating Style Comes from Your Personality Type

There are four negotiating personality types, and each type has a corresponding negotiating style:

• Analytical
• Amiable
• Pragmatic
• Extroverted

Knowing your negotiating personality type and corresponding style, as well as learning how to read the other side’s personality type and style, can give you an advantage in your negotiations.

Would you like to discover your negotiating personality type and the corresponding style?

We offer a fee-based personality type and style diagnostic self-assessment and interpretation tool – and our assessment has no correlation to DISC or Myers-Briggs.  Click the link below to purchase the downloadable PDF self-assessment tool.

Are you Ready to Negotiate Better Results?

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• Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference, or convention.
• Online Sales Negotiation Course: If you’re in sales, sales management, or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

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