5 negotiation tactics that will get you a better deal

| 0 Comments

Apprentice_110.jpgWe watch The Apprentice and see the 'lambs to the slaughter' negotiating. Not helped by their bravado and arrogance: 'I'm a shark in business'. Cue the next clip of the poor apprentice being taken limb from limb by a shopkeeper who won't give him 5p off a bottle of champagne.

Negotiating looks hard and can be hard if you do it wrong. Let's dispel the first myth: banging your fist on the table, looking mean and being tough doesn't work. Or, at least, you might be lucky and get it to work once, but after that they'll get wise to you and take a whole other approach.

After 14 years of teaching negotiation skills, Darren Smith, Founder of Making Business Matter, finds that those that can be honest, open and direct negotiate the best deals where a relationship is of importance. If you are negotiating to buy a second-hand car on the forecourt you are advised to adapt your style. For now, let's stick with the relationship-important deals:

Negotiation tactic #1: be like Captain Scott - explore
Prepare a list of questions to ask your 'opponent'. Get into their head and swim around. Ask as many open-ended questions as you can to understand what they want, their situation and their needs. Asking is not confirming that you can do it. You are just exploring.

Negotiation tactic #2: be like the UN - build relationships
In the Science of Persuasion we are told that people who have something in common are twice as likely to reach an agreement. In addition, their outcomes are worth 80% more. Disclose personal information about yourself: where you have lived, worked, hobbies, and see what happens.

Negotiation tactic #3: be like Fagin - give nothing
There is a rule in negotiating: no free fish. Imagine a polar bear chasing an Eskimo's husky-led sleigh filled with fresh fish. The Eskimo throws the polar bear a fish to keep him happy. The polar bear eats it and thinks: 'I know where there is more'. Do not give anything away unless you get something in return.

Negotiation tactic #4: be like an Olympic runner - practise
Most people hate role playing. Instead, bring yourself and do the deal with a colleague. You'll always find that they will ask you questions that you hadn't thought of, and put you in corners you didn't know existed. If you want a better deal, don't leave it to chance. Practise to get a better deal.

Negotiation tactic #5: be like a court reporter - summarise
Many deals get agreed upon and then fall apart afterwards. These deals are the worst because both parties thought that they were happy and then afterwards resort to phone calls and emails to try and sort out what they thought they had. Summarise with the person the deal, including all of the details.

Darren Smith is the Founder of Making Business Matter (MBM), which specialises in buyer/supplier relationships in the UK Grocery Industry. He has worked in the world of supermarkets and suppliers for more than 24 years. His story is one of a game of two halves. For the first 12 years he worked as a buyer and category manager in one of the big four UK supermarkets, buying mainly fresh foods, from cheese to fruit to ready meals.

Seeing the opportunity to enable supermarkets and suppliers to work better together, Smith founded MBM and has spent the last 14 years working with suppliers on people development to enable them to get the best from their people with their retail accounts through Sticky Learning. His main specialities are category management training, negotiation skills and time management.

Leave a comment


 

 

Career opportunites

Manufacturing Purchasing Specialist

  • >500 000 Procurement Officer / Specialist Supply Chain Western Cape
A leading auto manufacture company based in Cape

Procurement Sourcing Specialist

  • <500 000 Gauteng Procurement Consultant Strategic Sourcing
A Leader in the Supply Chain industry is

Planning Manager

  • >500 000 Gauteng Operations, Planning & Inventory Procurement Management
Looking for Planning Managers to take into the

Logistics Manager

  • <500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Supply Chain
Are you an experienced Logistics Manager looking for

Continuous Improvement Manager

  • >500 000 Gauteng Procurement Consultant Supply Chain
I specialize in placing professionals in the Supply

Telemarketing Team Leader

  • <500 000 Gauteng Permanent Supplier / Business Development
We are seeking an experienced Telemarketing Team

Telemarketing Sales Executive

  • <500 000 Gauteng Permanent Supplier / Business Development
We are seeking an experienced Telemarketing Sales Executive

Planner

  • <500 000 Gauteng Operations, Planning & Inventory Supply Chain
Are you looking for new career opportunities as

Procurement Specialist

  • >500 000 Gauteng Procurement Officer / Specialist Strategic Sourcing Supplier / Business Development
As a specialist Supply Chain recruiter, I am

Logistics Controller

  • <500 000 Gauteng Logistics & Warehousing Procurement Officer / Specialist
Seeking dynamic up and coming candidates looking for

Supply Chain Manager

  • >500 000 Permanent Procurement Management Supply Chain Western Cape
As a specialist Supply Chain recruiter, I am

Business Process Specialist

  • <500 000 Gauteng Procurement Consultant Procurement Officer / Specialist Supply Chain
A company within the financial services sector is

LOC Procurement Manager

  • Gauteng Permanent Procurement Management Procurement Officer / Specialist
Your Responsibilities: Job Purpose To be the interface ...More

Account Manager

  • >500 000 Procurement Officer / Specialist Supplier / Business Development Western Cape
Key Performance Areas:• To ensure that all aspects

Consultant

  • >500 000 Gauteng Procurement Consultant Strategic Sourcing Supply Chain
Key Performance Areas:• You'll be concerned primarily with

Commercial Buyer

  • <500 000 Buyer Contracts Procurement Officer / Specialist Western Cape
A well-known Mining company is seeking the services

Technical Buyer

  • <500 000 Buyer Contracts Procurement Officer / Specialist Western Cape
A well-known Mining company is seeking the services

Business Development Executive

  • >500 000 Gauteng Supplier / Business Development
A retail solutions company is seeking a New

Financial Manager

  • >500 000 Contract Operations, Planning & Inventory Procurement Management Western Cape
Looking for an unemployed CA (SA) in Cape

Chief Financial Officer

  • >500 000 Gauteng Operations, Planning & Inventory Procurement Management
An exciting opportunity exists for a CFO with