Negotiation Tactics
Negotiation is part and parcel of our day to day activities. If applied effectively it can lead to successful results. It is a form of communication that allows an agreement to be met in cases where the parties have contradicting opinions or similar points of view. The negotiation process is vital as it precedes vital decisions and plays a vital role in the business sector (Guasco, Matthew and Robinson, 2007). There are varied forms of negotiation tactics that can be employed to acquire advantage over others. They can be employed in distributive form of negotiation, the negotiator aims to acquire a win-lose agreement. They include;
Nibbling
This is quite popular in sales persons when a deal has been made and there are added costs that have to be settled. It is employed in distributive negotiation when a rigid connection is not anticipated, but it cannot be employed in integrative form of negotiation. Additionally, it does not allow private information.
The seller who employs such add-ons will in make arrangement for any additional service but a lower price. On the other hand, if the client came with the nibbling method, he would have a bigger chance than the seller to get his services at a better price.
The use of authority
In the process of negotiation, the negotiator focusses on issues that are allowed to him to her. In cases that he does not have authority, he appeals to the relevant party for it (Guasco, Matthew and Robinson, 2007). Such phrases are common; “Sorry I have to consult…” Additionally, the negotiator has to know the ability of the parties to carry out his or her duties. He has to request for an interview with the parties prior to the interview.
In the process of negotiation all the parties has to appreciate those that are above them in decision making. This is vital in integrative form of negotiation that arises from moral aspects and creation of business networks.
Walk Away Power
This is commonly employed in business negotiation, though consideration is necessary as it similarly lead to a fallout in the negotiation process. The most notable mistake is when the negotiator is connected to the whole process and is not able to bargain, he becomes trapped. In such a case the negotiator walks away at the start as he cannot manage the situation. Lum (2010) stated that this method is useful so as to acquire sense of case in point.
The power of legitimacy
Strategic negotiators have opted to focus on a written than verbal agreement. This is since the writing is a sign of legitimacy that can be great when persuading other parties. The can be seen when the negotiator issues the parties with documents that have to be signed.
This power can be employed to make a rigid belief of the parties involved in the negotiation. Most of these strategists base their process on written documents that are reliable. According to Ross (2007, 256), agreements have a sense of legitimacy since they are easier to believe.
Effective Body Language
What people say and their body have close connection. The body passes out signals that can affect the process of a negotiation. Reason as to why the negotiator has to be aware of the body language is that one is able to know if the other party is prepared to be in a contract or he is misleading.
The tactic arises from knowledge and capacity to better use their body language in business negotiation. The negotiator should focus on all things in the negotiation, though the negotiator ought to control his body language so that he or she does not show his intentions.
References
Guasco, Matthew P., and Peter R. Robinson (2007). Principles of Negotiation: Strategies, Tactics, Techniques to Reach Agreements. Canada: Entrepreneur Press.
Lum, Grande (2010). The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything. 2nd ed. New York: The McGraw-Hill Companies, Inc.
Ross, George H. (2007). Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal. New Jersey: John Wiley & Sons, Inc.
