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Understand Negotiation, to negotiate more !

Are you always able to negotiate in any situation? Do you believe there are chances where you actually can’t negotiate? Or rather what do we feel Negotiation actually is?

This post is one of the starting points for a series of posts on Negotiation that I am planning to have here on BizDharma. So before we go ahead with those series it way much important to clarify some doubts J

Following are some of the myths that surround negotiation. It is very important for us to burst them before we start this systematic study. The top 7 myths about negotiation that I commonly hear about are.

1. Negotiation is done for monetary advantage only – Partly yes, but never ‘only’. Negotiation is done to gain more value. Yes, most of the time this value is in terms of money but might not always be. Why is this key misunderstanding? Let’s take an example of you buying your dream gadget. You try to bargain a lot but the vendor won’t budge. Does this mean there’s no scope to negotiate? Think again. What if the vendor can provide you with an extra accessory if you buy on the spot, like a screen protector for your LCD, extended warranty or let’s say an extra trendy mobile pouch. These things when bought separately will cost you a few bucks. Isn’t it a good bargain? Do we bargain for more value on all the things we buy?
2. Negotiation means getting the best for me – Negotiation should always be considered as values add to both the buyer and the seller. At times it’s important to see the length of the relationship rather than the price. In case if we are too aggressive in bargaining we might get it cheaper but will cost us more in the long term. By accepting a price higher than you thought, you are also allowing the relationship to stay.
3. Negotiation is simple / Negotiation is hard – this one a bit tricky. Let’s change our paradigm. How is dancing, easy or hard? Yes there are different choices which again depend on your skills. But all will agree that more than being simple or hard, it is an art or a skill that can be mastered to a great extent by simply practicing. Is your negotiating situation simple or hard, will depend more on your mindset and practice. It’s like someone invited you to dance with this hot lady you were gazing from last one hour. Now incase if you have your tricks up your sleeve. Great here you go!
4. There are certain steps to be followed in Negotiation – True as it is a science which goes systematic. But more to understand here is that these steps are not always sure and certain. Negotiation is situation like chess. You play with respect to your counterpart’s moves. It’s important to imagine your self in 10 different situations – a local vegetable vendor, a child asking for your attention, an appraisal meeting etc. What will be the steps in all these scenarios, if you are ready for any scenario; you are a kick-ass negotiator.
5. Some are born negotiators / Wicked can negotiate well – Negotiators are not wicked, rather I prefer classifying them as one who want more worth for their hard earned penny, time or whatever they put in. Also when we at birth don’t have a brain smart enough to analyze the value of anything, how can we negotiate? The born negotiators are on who started there practice long back, it’s your turn. Better late than sorry.
6. If you don’t gain anything in this deal you are not a kick-ass negotiator – At times even the best sportsmen fail to even cope up with a newbie. It’s not a fight where you lose or win instantly, its rather a war where you perform with perseverance. Good negotiators know and accept that at times you might not be able to get a good deal, but here comes the long term view. Take a word from your vendor that you will be entitled some privilege on your next buy. This will form the basis of your bargain the next time you visit.
7. The secret ingredient of Kick-ass Negotiation – The secret ingredient has been the best learning that I gained by watching Kung Fu Panda. Yes you guessed it right. In the movie, panda’s dad is famous for his delicious soup in which he adds a secret ingredient. Every one is fond of this soup but no one knows what the secret ingredient is! During the climax he reveals that there is actually no secret ingredient. Rather there is nothing like a secret ingredient. This is what is with negotiation. There is no big secret, you simply practice it in open, in front of naked eyes and still win with your perseverance. That’s what the secret ingredient is all about.

These were the top 7 myths for the time being. Re-read them. Re-think about them and start a new journey with these posts to be a Kick Ass negotiator. When you keep these points in mind, you change your paradigm towards negotiation. You broaden up the scope of getting best for yourself.

Finally the takeaway, make some notes from the above. Do remember them when you strike your next negotiation. I leave you with the following:

“If you can’t go around it, over it, or through it, you had better negotiate with it.” - Ashleigh Brilliant

Related posts:

1. The three indefatigable pillars of kickass negotiation
2. Three powerful lessons that a 725 year old fable can teach you about Negotiation!