When you negotiate, do you fear compromise? Do you know the best way to compromise in a negotiation?
Too many times, negotiators lose deals either because they don’t compromise, or they don’t know how to do so in the right way. Read this article and you’re sure to pick up some tips as to how to compromise in your negotiations.
Test Compromise Request:
Negotiation Tip: When you’re asked to make a compromise, first question the intent of the request; you really need to know why it’s being made. If you believe it stems from greed, physically display contemplation. Then ask why you’re being asked for the compromise. In so doing, you’ll gain insight into the mental thought process of the other negotiator, which will allow you to make assumptions about his future request (i.e. you can prepare for them). If you feel the compromise is unwarranted, deny it, give a reason if that’s appropriate, and move on. If you do grant it, find out what else might be associated with the request before doing so. You don’t want to make one compromise after another, not knowing when the requests will end.
When compromising, do so slowly. First, by doing so, you slow the pace of the negotiation. Second, you display non-verbally, that you’re ‘weighing’ the perspectives of your contemplation. In essence, you’re sending the signal that you’re not being flippant per the request and you’re giving it the thought process so do. By not compromising quickly you also send the signal that the other negotiator should be cautious about making too many requests.
Leave Room for Compromise:
When making compromises, consider alternatives to what’s being asked for and the impact that such will have on the negotiation. Just because the other negotiator ask for ‘x’ doesn’t mean he really wants it. He may be testing you to see what he can get from you. If that’s the case, in some situations you may want to make the concession (compromise) as a setup to a request you dearly wish him to grant you. In such situations, use compromises statically. Regardless, don’t be haphazard with them and always leave room for compromise.
Never Fear Asking:
When it comes to seeking more of what you want in a negotiation, don’t fear asking for it. Some negotiators feel, if they ask for too much, they might lose what they’ve already received. That can be true, but if you preference your request with humility, you can take the potential sting out of your request. The way to do so might be saying something like, ‘I appreciate getting to the point of where we are, might you be able to give ‘x’ to slightly improve the deal?’ If you make your request in this manner very few negotiators would assess you as being belligerent.
Fear not when it comes to compromising during a negotiation. There are a myriad of ways to position your request such that you gain more by doing so, while leaving the other negotiator in a positive frame of mind. Implement the thoughts above during your negotiations and more of your requests will be granted … and everything will be right with the world.
Remember, you’re always negotiating!