Okay, in life you don’t get what you want, you get what you negotiate. So maybe you are in business or maybe you are in sales. Or even day to day life. How do you negotiate so that you can get what you want? Today I’m gonna give you three tips and kind of like three secrets when it comes to negotiation.
Start with no. Instead of going into a scenario, going into a negotiation that oh I gotta close this deal, I have to get this deal. The minute you are not attached, the minute you start with no. It’s almost like I expect this is gonna go well but at the same time, I’m not attached. I call that walk away power. The minute you say you know what, it would be nice if we do this deal.
But I’m perfectly okay if we don’t do the deal. So the minute you are okay to walk away from the deal then the other party, the person that you are negotiating with can feel that hey you’re not needy. You’re not desperate, you’re here to work out a win-win deal. And that’s very very good. So start with the no in your mind first so you’re not attached.
2. Always Find The Hidden Motive
In other words, what motivates this person? What motivates this party? Not what they say, not what they say, hey this is what I want, I want these things. But deeper, what’s the motive behind it right? What’s the motive behind the motive? They might say they want this, they want that but what is it? They might say oh I want this price. Anything less than that I’m not gonna say yes to. Well, is it price or is it something else? Could it be that if they don’t do this deal there’s some kind of deadline? There’s an urgency that you may not be aware of.
So if you talk a little bit of time and do your research or you ask if you know how to ask good questions. Or you just find out maybe from the people around them what motivates this person? What are their hot buttons? Once you find that when you’re going in and you are not attached but at the same time you’ve done your homework. Negotiation very often is about doing your homework right. Whoever does the most amount of homework about the other person, you will have an edge.
3. Ask For The Moon
So imagine you are negotiating about a particular deal. So when you just ask and say hey I want this. Well no I’m not gonna give you that. Now you are fighting over this one thing right. It either becomes a yes or no kind of scenario. Instead, when you are asking something, ask for the moon meaning this. Let’s say there are three things you want out of this scenario right, out of this negotiation. Don’t ask for three, ask for five or 10. So when you’re negotiating to say okay I want one, two, three, four, five, six, seven, eight, I want these 10 things. The other party will be like, they will freak.
They’ll be like no, that’s crazy, I’m not gonna give you these 10 things, you’re insane. There is no way, there’s no deal to be made here. And you’re like well hmm so what could you do? Well, I’m not gonna give you 10 things. The most I could give you is like four things or five things or three things. Good, because those are actually the three things that you want in the beginning.
So when you ask for the moon, you give them a little bit of leeway to negotiate to kind of haggle right. To knowing hey, you’re not gonna get it all but if you get half of it, you get one-third of it, you’re happy and that’s what you want in the beginning anyway. That’s the outcome that you want right. So ask for the moon. But when do it, you gotta practice right. You gotta practice almost with a straight face right. You gotta practice with negotiating. It’s a very, very professional right.
But also believe that you’re not asking a lot because you’re greedy or anything like that. It is hey you wanna get the best deal right? Everybody wants to get the best deal. But at the same time, once you’ve done your research, you’ve done your homework. You know the motives, what are the motives they have, then you can make it a win in.