How to negotiate, and when not to
Negotiations are not easy. There are some ways, methods and tactics that are used in game theory. What does a Prisoner’s Dilemma teach you? Here is some food for thought for negotiations-
1. You lose a negotiation when you are in a very defensive mode- Never be very defensive while negotiating. Either you will display an array of emotions or lose it totally.
2. Be tough to an objective, kind to people- Always remember that you are working with a set of people who are a bag of their own personality, bias, culture and work experience.
3. Be proactive, never react, just act- Be ready to make a difference by making proactive moves.
4. Know how to close a negotiation- The greatest mistake of any negotiation is not to close one.
5. Use co-operation like Prisoner’s Dilemma to create a win-win situation- To create a win-win situation, you need to build up the game in progress.
6. Do not act too tough to negotiate- In case you act too tough or too soft, chances of failing are more.
7. Negotiations are based on 3 principles as Logic, Emotions & Value- And a balance between their preferential treatment leads to a closure.
8. Listen more for emotions, Act for intelligence- Listen for EQ, Act for IQ.
9. Methods of negotiations are Bargaining, High-Low Emotions, Walk-Outs- You can stage a walk-out if you think that the negotiations are failing.
10. Use display of emotions judiciously- This is the secret weapon, trust me.
11. Vary degree of emotions across time-line- Vary your module of speech during the entire time-line.
12. Understanding emotional status goes a long way- The right blend of EQ VS. IQ comes into the art of negotiations.
13. Push-Pull Syndrome- Push the other person when he is dropping his emotions, pull him back again with emotional sensitivity.
14. Cultural Sensitivity- This is a very important factor while dealing with a person- his background and his geographical traits.
15. Be prepared- The worst case scenario is to lose a negotiation deal by not being prepared.
I have seen that the best negotiators in the UN apply logic and emotions simultaneously. They leave the thinking and analyzing of points, after forwarding at most 2-3 points during negotiations. This proforma applies to a simple Prisoner’s Dilemma.
|Negotiation tactics used by person 1 and person 2||Use of emotions of 1||Use of logic of 1|
|Use of emotions of 2||(1, 1)||(-1,-1)|
|Use of logic of 2||(-1,-1)||(3, 3)|
This is a dominant strategy for the use of emotions and logic during negotiations. No side is dominant when they apply emotions over logic during conversations to win a deal.