What is Negotiation Advice?
Most of the negotiation advice you find centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your negotiations.
Emerging research links individual traits to negotiation outcomes and suggest ways you might use negotiation advice to improve your relationships and your results.
For instance, traditional negotiation advice highlights the power of making the first offer. The first offer that a party puts forth will have a strong anchoring effect on the negotiation that follows. Yet even though many expert negotiators are aware of this, they can still fall victim to the anchoring effect.
With this knowledge, what can non-expert negotiators do to ensure they get a fair deal? In tense bargaining situations, many of us choose to consult an expert for negotiation advice, preferably someone who has carried out hundreds of similar deals with great success.
Less formally, it’s common to ask for negotiating advice from more experienced coworkers and other colleagues.
Unfortunately, the state of mind that commonly drives us to seek out negotiation advice in the first place—anxiety—makes us highly susceptible to that advice, including bad advice.
There are three steps you can take that will help you put negotiation advice into perspective and get the best deal possible for yourself:
Tip 1. Prepare, prepare, prepare.
Tip 2. Choose the right negotiation process.
Tip 3. Use the threat of walking away.
There’s one more bonus tip: Face your anxiety head-on. Thorough preparation and relaxation strategies can alleviate anxiety, but don’t feel you need to vanquish it altogether. Small amounts of anxiety may be very constructive, helping you concentrate and take the task seriously.
Discover how to refine your negotiation skills with this free special report, Negotiation Advice from Negotiation Briefings: The Best of “Dear Negotiation Coach”, from Harvard Law School.
We will send you a download link to your copy of the report and notify you by email when we post new advice and information on how to improve your business negotiation skills to our website.
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