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8 Killer Negotiation Tricks Clients Don’t Want You To Know

8 Killer Negotiation Tricks Clients Don’t Want You To Know

I have been writing about negotiation tricks for a while now. Well, this is the final nail.

Who isn’t trying to negotiate? As we speak, entrepreneurs are trying to convince investors, corporate giants are trying to convince their clients, and a dad somewhere is trying to get his son to do his homework — we negotiate every day! The aim of my series of posts is to explain certain negotiation tricks and techniques which have worked for me in dealing with people all over the world — across race, ethnicity, cultures, and ages.

Starting with the premise that everybody is a good guy and that at times it is important to say less and listen more, we discussed negotiation tricks such as using the Benjamin Franklin effect or the Foot in the Door technique and spoke about the ways you can frame a killer sales pitch. This is the last one in the series and what I believe will be the most actionable.

Here are 8 killer negotiation tricks which can give you an advantage in many scenarios. Use them with discretion — not all are applicable all the time. I will try to drop a hint on their applicability under each technique, but you remain the final authority when it comes to deciding on which one to use.

1. “I am not authorized to decide.”

When you are at the negotiation table, do not commit that you are the decisive authority even if you are. Leave room for people to think you can turn down even their best deal because there is someone else beyond you who will make the final call.

Why? Three reasons. One, it keeps your client on the edge and does not let him think he has “looped you in.” This slight uncertainty may lure him to make better offers. Two, it will give you time to think. You can walk out saying “I will get back to you as soon as possible,” and study the details carefully before making a final call. Three, If you did not like the deal, you can back down without being the bad guy.

You say something like this:

“Okay. Let me get back to you after discussing with my legal team about your offer. I will call you back.”

“Sorry son, I cannot decide on this. Your mother has the final say when it comes to desserts after dinner.”

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2. Company policy

When you do not accept a certain proposal, use the words “Company policy.” It is the truth and it diverts responsibility, making you sound innocent and helpless. Rules are made for a reason, so use them to your advantage.

“Sorry, I will need the 10% today if you want to seal this deal. It’s company policy. I cannot hold it for you otherwise.”

“I understand, but it’s against company policy to let you leave so early. It’s out of my hands, sorry.”

3. Pre-drafted deals

If I ask my wife “Do you want to go to that party?” she might refuse. If I ask her “So, when do we leave for that party?” She is more likely to tell me a time. The same question can be put across in two ways — one in your favor and the other against.

If I want you to accept a certain clause, I will put it in the contract and ask you to opt out of it if you wish to do so rather than to opt in.

Internet subscription forms often have a field at the bottom: “I want to Subscribe to the Newsletter” which is usually ticked for you. Since most internet users are highly reluctant to click off that button, they will leave it as is and keep getting junk mail for the rest of their lives! Know what I mean?

The same goes for your personal relationships. Frame your questions according to the answer you are looking for. These negotiation tricks often work like a charm.

Enough said — take the hint!

4. Always reject the first offer

As a rule of thumb, do not accept the first offer. It will most definitely favor the other side. Even if the first offer seems great, pause, think, and reluctantly refuse. Wait for the next one. If you are in a fixed price negotiation (as in there is only one offer — take it or leave it), try to get better sub-offers which are not necessarily economic benefits.

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For example, if they are selling you a holiday package and the company won’t budge on the price of the holidays, let them give you bonuses like additional nights, welcome drinks, chocolates, early check-ins, etc. You will be surprised by how many benefits are in the hands of the company executive without affecting their profits at all. Both of you walk out smiling. A perfect win-win, right?

That is what these negotiation tricks are aimed at — creating a win-win for both of you. If you manage to seal a substandard deal, thus cheating the other person, it will come back to bite you someday — you know where!

5. Biased choices

Everyone likes a multiple choice question. It reduces the options to a known minimum instead of requiring you to sift through an uncertain infinite number of options. You can easily lead the negotiation in your favor by introducing a certain finite number of choices, all of which are in your favor.

Think about these lines of conversation:

We have been to Thailand already. Let’s do Hong Kong, Macau, or Philippines this time. The choice is yours.”

“Sir, we are offering you a choice of colors between blue, azure, and white. All of these will cost you the same — please choose.”

“You can choose between paying today and getting that discount of 10% or paying next month but losing the discount.”

“Okay, son. Here are your choices: a day of voluntary service for my club, or help me out at home for two days.”

Negotiation tricks are all about techniques that play with the mind.

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6. Decide on the agenda

As long as you control the meeting or host it, you can control the agenda to benefit your cause. You may simply leave out certain topics from the agenda so that they never come up or place a certain topic for acceptance in the beginning (typically make it the second item, not the first, for maximum impact). If you chair the meeting, you can decide the flow of decisions by placing emphasis on certain topics more than others.

In an annual salary discussion meeting, if you are not keen on increasing salaries, start with:

“Today, we will first equate how our salaries are doing against other companies in the market and decide whether we need a hike.” (Given that your salaries are on par.)

or

“Let’s start with our profits during the last financial year before we discuss an increase in salaries.” (Given that the earnings have not been much.)

If you are in favor of increasing salaries, try the following:

“Let us start by telling you how our employees have benefitted this company over the last year. The accretion rate is high. Keep the people happy and they will bring more performers in.”

These negotiation tricks work like a charm in most corporate environments if you are calm, confident, and a good speaker.

7. Add a new person

Negotiations can get stalled. Let’s say you’ve discussed something with your team and they haven’t been able to come to a conclusion. Change one person in the team and ask them the start from the top. The new person must have decisive powers to change the course of the negotiation and rethink issues.

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The stalemate situation will get a fresh start.

8. Plant pseudo-clauses just to accept their refusal

This is one of those negotiation tricks which is often used in several professional deals and personal agreements. Simply introduce a clause which you really do not need but put it up as being very important. You will get shot down for sure, but then you will get an agreement on the important part.

I will need the full draft on my table by afternoon.” Wait for “How can I finish this by this afternoon?” and respond with “Okay, tomorrow morning then, and in that case, have it ready to be sent out by ten o’clock. Okay?”

If I accept this price for the car, you will give me first year’s insurance for free and alloy wheels with rear parking sensor fitted.” Wait for the rejection of the offer and respond with “Alright then, but I won’t leave without the insurance.”

The reception will be for two hundred and starters and beverages must be included in the price you have quoted. No beverages? Okay, two starters then.”

In each of the above statements, you knew that the other party would reject the added demands. You created those demands yourself knowing they would be shot down. Luckily, usually after refusing one thing, the other party is likely to budge on something else easily, thinking that you have already lost something you wanted.

Conclusion – The Killer Negotiator

These are a few of the many negotiation tricks up the sleeves of killer negotiators. However, I will repeat that ultimate mantra of negotiation one last time:

A good negotiator wins a deal, a killer negotiator creates a win-win!

As they say, do not try to grab the whole pie. Rather, make a way to inflate the pie so that both of you can have big and fair shares. Be honestly useful to your client (or your boss, your wife, or son — whatever the case may be) and they will never regret dealing with you! Stay tuned for my ebook on negotiation tricks, which will include comprehensive negotiation strategies.

Featured photo credit: pixabay.com via pixabay.com

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Last Updated on January 14, 2019

The Key to Finding Job Satisfaction and Having a Successful Career

The Key to Finding Job Satisfaction and Having a Successful Career

Regardless of whether you hold an entry-level administration role or regularly travel to the ends of the Earth as a hot-shot senior executive, you can still find yourself harboring an emptiness… a feeling that something is missing. A popular assumption that experiencing job satisfaction and a successful career should be underpinned by a well-rounded suite of tangible benefits, no longer holds true for many of us.

We’d never deny health care benefits, appropriate and fair remuneration, bonuses and travel perks in a job package. However, even if served to us on a silver platter, those features can only satiate us to a certain point.

You might wonder what governs entrepreneurs and start-up business owners to quit their lucrative jobs, essentially look the gift horse in the mouth and kiss such benefits goodbye! There can be an irresistible pull to mastermind a business with products and/or services that serve the greater good of community wider than that constituting their daily existence.

Even with research showing entrepreneurship to pose greater threats to their mental and physical health, this unique breed of individuals choose to go against the grain in chasing their dreams of being their own boss. Why? Why would anyone risk this type of career suicide?

Whether you’re an employee, have recently taken the leap to being a business owner or been in business for a while, the commonality is a congenital condition we all share as human beings; to feel a sense of purpose, value and contribution to our community. Despite it being harder to find this for ourselves in today’s world, these approaches will help you achieve ultimate satisfaction through the twists, turns and joyrides that are essential features of shaping a successful career.

1. Search for Opportunities That Feed Your Passion, Not Temporary Excitement

Even though well-intended, the ‘feel good now’ compass that career coaches and consultants often recommend you use to create career satisfaction can actually do you more harm than good. Excitement is transient. It doesn’t last. Passion is the compass you need.

Passion and excitement are two different things. The resounding career legacy that still draws you to turn up on the job regardless of the sunshine or storm that awaits you…that’s passion. It’s like a mental and/or emotional itch you can’t shrug off. Staying attuned to that calling will breed success for you sooner or later. Patience is key.

You’re also likely to have more than one key passion. Beware of getting caught in the notion you have to find your one true purpose. In fact, run immediately from any coach who tells you there is only one. There isn’t.

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Your passion is a journey that can take multiple forms so forget thinking there is the single dream job out there that will give you satisfaction in every way you can imagine. It simply doesn’t exist.

Consider embracing different roles and projects to help you fuel your passion or fuel your pursuits in finding it. Job satisfaction and your career success will be all the more sweeter from a wider range of enriching experiences.

2. Don’t Position Job and Career Satisfaction Assessments as Pivotal Guides to Your Success

Despite their popular use for vocational guidance, assessment tools such as Gallup’s Clifton Strengths and the Myers Briggs Type Indicator have come under fire[1] as being limited to the amount of true value and direction they can offer partakers.[2] These and many other guidance assessment tools (e.g. VIA Character Strengths , DISC ) are self-report questionnaires that don’t have normative population data against which to compare your results.

Simply remember these tools help you develop a stronger sense of what you identify as strengths and weaknesses within yourself, not in comparison with other people. They will still add insight around what sorts of career opportunities, tasks and projects are going to light your fire, what ones are going to extinguish it and what will prod and keep the coals steadily smoldering.

3. Be Clear on Your Personal Values, Ethics and Principles and Choose Relationships That Support You Honoring Them

Teamwork, collaboration, open communication and trust are commonplace for any flourishing work environment. However, whether or not your personal values can be honored in your work can make or break your job satisfaction.

How committed do you want to be to an organization that expects an average of 10 unpaid overtime hours every week under the guise of ‘reasonable overtime’? Are you willing to accept their construing this expectation as ‘strong commitment’ at the expense of your partner and children waiting at home for you? What are your boundaries concerning when you clock on to their time and when you clock off to yours?

Being very in tune with what your personal values, principles and ethics are will bid you well in the job satisfaction stakes. Spending time to reflect on experiences and working relationships you’ve had – the good, the bad and the ugly – will help you make well-informed searches and grounded decisions that will propel your career success.

Finding and nurturing relationships with associates and colleagues who share similar values doesn’t just make your day-to-day pursuits more enjoyable. You become fortunate to work with like-minded people who will support, understand and appreciate you like a second family.

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Being able to honor your personal values in your work means you will still be able to sleep at night when you have to tread where others fear to, and make extremely difficult decisions others would never ever dream of having to make as you forge success in your career.

4. Be Clear on Your Own Definition of What Having a Successful Career Means for You

It’s tempting to get caught up in the ideals and projections of success expressed by those we love, admire and respect. Underneath, we all want on some level to belong to a successful club of some sort.

With research reporting how much money we feel we need to be truly happy,[3] many of us try to subscribe to the notion that having the car of our dreams or taking a European holiday annually will not bring us happiness. The truth, however, for many of us is these tangible rewards are congratulatory reminders of our persistent efforts to chase our career pursuits.

If those are things you aspire to, don’t let anyone steal your desire and want to feel deserving of these things, that those are some parameters by which you define your career success.

Despite consistently being the top revenue earner for two years running, you may not wish to become the sales manager. You may not wish to step out into running your own business even though you consistently excel as an employee, delighting clients and repeatedly receiving glowing testimonials.

Your definition of career success might be enjoying the predictability of a regular workplace routine. You get to leave – without feeling guilty – at the same time each day, love the people you work with and get to spend a good, uninterrupted amount of work-stress free quality time with your family. That picture is also blissful job satisfaction and complete career success.

5. Identify the Sorts of Challenges and Problems You Want to Learn to Overcome

Standard advice you might receive from a career coach might be to look for opportunities where you get to capitalize on exercising your strengths and career-related activities you enjoy.

However, to become a success at anything involves improvement. To excel at anything often involves stepping outside boundaries and comfort zones where others wouldn’t. This means dedicating focus and attention to things you’re not so good at and things you don’t like.

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Here’s where working with a coach can be particularly helpful. Map out the experiences that were unsavory in your working history. Were there challenges you opted out of, projects you failed at or toxic relationships that blasted your sense of purpose and self-worth into oblivion? It’s within these experiences that you might just find the most valuable lessons and guiding lights for your trajectory to achieve greater job satisfaction.

If your natural leadership style is to be a collaborator, finding opportunities that require you to apply a more dictatorial style might be needed. Discussing a secondment or short-term project where you get to develop and test your skills can be a step further in earning contention to lead a larger project down the track.

With several of the company’s boldest personality types penciled to roll out the operation, you’ll not only develop skills that earn your right to throw your hat in the ring; those key players have an opportunity to see your competence. You can then work on building relationships with those stakeholders before you need to hit the ground running should you win the lead.

Greater job satisfaction comes with planning and choosing the lessons and opportunities you want to learn, not desperately flailing, floundering and hoping for the best.

6. Keep Reviewing Your Goal Posts and Be Amenable to Change

The word ‘career’ is indicative of a longer-term pathway of change, growth and development. The journey is dynamic.

You will accumulate new skills and let those you no longer need, become rusty. Your intrigue will be stimulated by new experiences, knowledge and people you meet. Your thinking will continue to expand, not shrink. As a result, your goalposts are likely to change.

A major part of enjoying a successful career is not just setting goals effectively, but regularly reviewing and readjusting them where necessary. However, moving the posts or the target still needs to take place by applying the same processes by which you originally created them. The strength of your emotional connection to those revised goals needs to be the same, if not stronger.

By asking yourself the following questions, you can assure your developmental and growth trajectory is still on course:

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  • Would working toward these goals still allow me to honor my personal values, principles and ethics at the same capacity if not greater?
  • Do the activities I need to undertake to meet these goals honor my highest priorities?
  • Does this feel right for me and those who are nearest and dearest to me?
  • Is this aligned with my passion?
  • Is chasing this goal a right step for me to take now or is this a detour or distraction which could delay my greater plan?

Each of your career goals should have different review periods. Whatever you do, stick to the review schedule you set. It will not only keep you focused but help you see your progress (or lack thereof) and allow you to timely re-chart your course before you get too far down the track. You don’t want to waste time haphazardly heading in the wrong direction.

7. Be Prepared to Let Go

It can be unfathomable to us as to why others risk leaping into the unknown when everything truly appears fine and dandy in the career realm. The company provided stability, recognition, financial success, interesting projects and the promise of a promotion…what was wrong? Why now jump sideways to run a café or train in another field altogether?

Nothing may have been wrong at all. It was all going right. It was just the end of a chapter. Perhaps the yearning for the next step is actually taking a different trajectory entirely. You may want to simply experience a different rhythm. Perhaps it’s time to pursue a different passion.

If you have leaped from employee-land to freelancing or have made the reverse-jump (or you know someone who has), you will have quickly grown a different appreciation for pros and cons each work lifestyle brings. Working for yourself can bring the greater realization of your creativity, whether or not it can be monetized to earn you a living.

When your customers are buying you or a product you designed and fashioned, there is a direct level of appreciation and gratitude that can elevate your confidence in the way you have never experienced as an employee, regardless of your rank.

Similarly, there are times where we need to recognize our business ventures were adventures, not long-term life-changing empires. There are times we need to recognize that time is what provides the clearest limitation of how long we persist for in such pursuits.

We have to recognize the absence of enough financial, mental, emotional and physical breadcrumbs that tells us we’re no longer meant to push in that direction. At least, not for the present time.

The Bottom Line

Above all, keep the momentum. As long as you remain committed to pursuing work opportunities that allow you to honor your highest priorities, the truth of who you are and what you stand for, achieving ultimate job satisfaction and a successful career will never be too far away.

More Resources to Help Advance Your Career

Featured photo credit: Csaba Balazs via unsplash.com

Reference

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