“The person lacking time to enhance their negotiation skills should not be flummoxed by the failings they receive.” -Dr. Greg Williams, The Master Negotiator & Body Language Expert
“Easily Master Negotiation Skills – This is How to Improve Outcomes”
Anita stared at the contract on her tablet. She knew she was in for a possible tough negotiation; her jaw clenched. Across the table, her prospect, Mr. Davis, thumbed through the proposal, his expression unreadable. The room felt heavy with tension.
“I’m sorry, Anita,” Mr. Davis said, sliding the document back. “This retainer is higher than we expected. We’ll need you to come down by at least 20% to move forward.”
Anita’s heart sank. She had spent weeks preparing for this negotiation, certain her consulting services would command the value she had outlined. But now, faced with a hardball demand, she felt her confidence slipping. “I… I understand,” she stammered, “but I’ve already given you my best rate.”
Mr. Davis’s lips pressed into a thin line. “We have other consultants willing to do this for less. We cannot move forward if you cannot match their price.”
Anita’s mind raced. She wanted this client, but not at the cost of undervaluing her work. Frustration bubbled up – why did she always concede in these situations?
Ways to Improve Your Negotiation Efforts
1. Acknowledge the Necessity for Change
That evening, Anita vented to a colleague over the phone. “Every time I negotiate, I feel I’m on my back foot. I want to deliver value, but I keep caving under pressure.”
Her colleague replied, “Negotiation isn’t about price alone. It’s about understanding the client’s value perspectives. Maybe it’s time to rethink your approach.”
Anita felt a mix of embarrassment and hope. “You’re right. I need to learn how to negotiate better.”
2. Pursue Expertise
Determined, Anita dove into research. She read books on negotiation, watched online seminars, and listened to podcasts by experts. She read about negotiation strategies – anchoring, framing, and understanding all possible outcomes. She learned that concessions should be planned, not given away, and that value could be built beyond just price.
3. Strategy Preparation
Before her next meeting, Anita listed her non-negotiables, minimum rate, project scope, and timeline. She also brainstormed creative alternatives, such as offering phased deliverables, additional support, or flexible payment terms. She rehearsed responses to common client tactics, like “split the difference” or “we have other offers.”
4. Rapport Building
At their next meeting, Anita greeted Mr. Davis warmly. “How did the product launch go last week? I saw the press release, congratulations!”
Mr. Davis’s face softened. “Thank you, Anita. It was a big milestone for us.”
She listened as he described the challenges his team faced. “It sounds like you’re under a lot of pressure to deliver results quickly,” she observed.
He nodded. “Exactly. We need a partner who can hit the ground running.”
5. Uncover Interests by Asking Questions
Anita leaned in. “Beyond price, what’s most important to you in this partnership?”
Mr. Davis hesitated, then admitted, “We need fast turnaround and ongoing support. Our last consultant disappeared after the initial phase.”
Anita noted that. “If I could guarantee a dedicated support window and faster delivery, would that address your main concerns?”
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He considered. “That would help, yes.”
6. Frame Value With Strategic Concessions
Anita smiled. “Here’s what I can offer – I’ll include two months of post-project support and prioritize your project in my schedule. In return, I’d like to keep the original retainer. I can offer flexible payment terms to help with your budget.”
Mr. Davis’s eyes lit up. “That’s… very reasonable.”
She added, “I want this to be a win-win. If you need a reference, I can connect you with past clients who can speak to my commitment.”
7. Using the “Takeaway” Tactic
Mr. Davis tried one last time. “Can you at least meet me halfway on the price?”
Anita shook her head gently. “I understand the need to manage costs, but reducing my fee would mean compromising the quality and support you need. I’d rather deliver exceptional value than cut corners. If that’s not workable, I respect your decision.”
He paused, then extended his hand. “Let’s do it your way, Anita. I appreciate your candor and the value you bring.”
Note: The takeaway tactic is very powerful once someone feels close to achieving a goal and thinks it might slip away.
The Change
As Anita left the meeting, her heart soared. She had stood her ground, listened deeply, and crafted a solution for both sides. No more caving under pressure! She was now a negotiator who could deliver value and protect her interests.
Later, she reflected with pride. “I used to dread these conversations. Now, I see them as opportunities to build real partnerships. I’m not just negotiating deals; I’m building my reputation.”
Reflection
This story illustrates that anyone can become a better negotiator by recognizing their weaknesses, seeking knowledge, practicing key skills, and reflecting on their experiences. With persistence and the right approach, you can easily master negotiation skills – one negotiation at a time. And everything will be right with the world.
Remember, “You’re always negotiating!”
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After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
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