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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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Silence Can Solve Problems That Words Cannot Motivate ourselves Motivate Yourself: Three Tricks to Kick Your Own Ass 4 Steps to Learn from your Mistakes 8 Killer Negotiation Tricks Clients Don’t Want You To Know Killer Negotiator 101 – Framing a Killer Sales Pitch

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Last Updated on September 20, 2018

How to Be Happy at Work and Find Fulfillment in Your Career

How to Be Happy at Work and Find Fulfillment in Your Career

If you’re going to spend 1/3 of our life at work, you should enjoy it, right?

Trust me, I know that’s easier said than done. Difficult coworkers, less-than-desirable tasks, or even just being in the wrong position can all lead to a lack of enjoyment and fulfillment in your work.

But what if I told you it doesn’t have to be this way? Or better yet, if you struggle with all of the above (and then some), what if I told you that enjoying your work and finding fulfillment regardless of those obstacles is possible?

Don’t believe me? I don’t blame you because I was there too. Before implementing the tips below, I struggled to get through each day, much less find real fulfillment, in the office. Now, even after the toughest days on the job, I still come away with feelings of pride, accomplishment, and fulfillment. The best news is, so can you.

If you’re ready to make those hours count and find happiness and fulfillment in the office, then read on to find out how to be happy at work and find fulfillment in your career:

1. Discover the root(s) of the problem

For this first step, we’ll need to think back to 8th-grade physics (humor me). We all know Newton’s 3rd law, “for every action, there is an equal and opposite reaction.” When you think about it, the same can be said outside of physics, and we see this law play out in our daily lives, day after day.

Simply put, all the issues we deal with in the office (and life in general) affect us in a noticeable way.

If you’re appreciated at work, like the work you do and receive frequent praise, promotions, or raises, then this will probably have an altogether positive effect on your life in the office.

But what if we reverse this? What if you feel under appreciated, get passed up for promotions, or get denied raises? This is sure to affect the way you feel at work on a negative level.

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So, before you can implement the steps of feeling happy and fulfilled at work, we first have to discover the reasons why you don’t feel that way already.

Think about it, write a list, or make a mental note. Run through all the reasons you’re dissatisfied in the office, and don’t hold back. Knowing the exact obstacles you’re facing will make overcoming them that much easier.

In fact, as a side-challenge to this article, I recommend picking the top three reasons contributing to your dissatisfaction at work and using the following tips to tackle them.

2. Practice gratitude for an instant uplift

Did you know the simple act of feeling grateful can increase your happiness and make you more fulfilled at work?[1]

Well, it’s true, and it’s scientifically proven.

Dr. Lisa Firestone notes that practicing gratitude “reminds us of what we lacked in the past.” Meaning, it serves as both a boost to happiness and a bit of a wake-up call that things have been or could be, much worse.

Trying to conjure up feelings of gratitude can seem almost impossible when your work situation seems bleak, but hear me out: There are incredibly easy ways to get started and it doesn’t involve trying to “force” yourself to feel grateful about things that stress you out.

For an instant pick-me-up, try this:

Find a loose piece of paper, a blank sticky note, or anything you can write on, be it physical or digital. List just three things that you are absolutely without-a-doubt thankful for in your life.

Now here’s the trick: Don’t just list what you’re grateful for, you have to list why you’re grateful for them, too.

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For example, simply saying “I’m grateful for my kids” will probably make you feel good, sure, but what if we could amplify the warm, fuzzy feeling into real, lasting motivation?

Instead, write the reason you’re so thankful for your children. Is it because they make you laugh and forget about other stressors? Or maybe they help to remind you of why you go to work every day in the first place?

Whatever your reasons may be, jot them down and keep your list somewhere you can see it while you work. A quick glance at your gratitude list throughout the day can provide powerful, positive motivation to keep going.

Bonus:

If you can find just three things to be thankful for that specifically relate to your job, and list why those things make you grateful, your list can also help you find fulfillment in your work itself which can give you an even bigger boost of positivity throughout the day.

3. Take meaningful time for yourself

We all know creating a strong work-life balance can be crucial to feeling satisfied in our jobs, but rarely do we ever address how we’re spending our time outside of work.

Many of us survive a 9-hour work day and commute home only to find ourselves busy with our personal to-do lists, running a household, and taking care of a child (or 2 or 3, and so on).

If you spend all your time working, whether in the office or within your household, you’re going to feel drained at some point. This is why setting meaningful time for yourself every day is highly important.

Look, I get it: I don’t know anyone in the working world who can shun all responsibility for a 3-movie marathon or happy hour with friends whenever they feel like it. But finding time for yourself, be it just 30 minutes to an hour, can really make a difference in how you feel at work.

This works because you’ll have time to actually relax and let the day’s stress melt away while you enjoy something just for you. The to-do lists and stressors will still be there after you’re refreshed and ready to tackle them.

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No time for me-time? Try this:

If you have a busy household, you’ll need to capitalize on a block of time you know will be completely uninterrupted. The easiest way to do this: try waking up 30 minutes to an hour earlier than usual (or push bedtime back an hour if you’re a night owl, like me) and take time to do something you enjoy.

This could be reading with a cup of tea, catching up on Facebook, spending time on a passion project—anything! As long as it’s meaningful to you, it works!

Bonus:

Starting your day with meaningful time for yourself can set you up to have a positive mood that lasts well into office hours, and having your me-time in the evening can give you something positive to look forward to during the day.

4. Get productive and feel accomplished

Don’t you just love the feeling of checking the last item off of a hefty to-do list? That’s because self-motivation can be a huge driver of positivity and success.

When we accomplish something, no matter how small, it makes us feel good, plain and simple. Applying this tactic to your daily work can be the motivator you need to find fulfillment during the daily office grind.

While there are tons of steps to get more done at work, I’ll share my personal favorite: Prioritizing.

Now, many people handle prioritizing differently. Some like to tackle the little tasks first so they can spend focused time on the big to-dos. Others like to knock out the big items first and get to the smaller ones when they can.

No matter which camp you’re in, you may be missing one crucial step: Time management.

So how’s this work? When you factor in the amount of time your priorities will take, it can transform your productivity ten-fold.

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Say you have three top priorities for the day. You might jump into the smaller ones or the bigger ones depending on your preferred method, and then find yourself out of time and bringing work home with you at the end of the day.

This is prevented when you factor in time. Knowing how long each item will take, or deliberately setting specific blocks of time for your priorities can help you accomplish more in the same 8-9 (or 12) hours that you typically spend at work.

Try this:

Take a look at your priorities and consider how long they should take. Pop into your Google calendar (or Filofax, whatever works for you) and schedule time to work on your priority items around any important meetings or events of the day.

The most important thing to remember is to stick to your dedicated time.

Often, when we know exactly how long we have to work on something (and honor this time limit), we’re motivated to get more done on time to avoid taking work home at the end of the day.

The bottom line

There’s no need to waste 1/3 of our lives feeling unsatisfied at work. Luckily, you now have the tools to get started, take back your time, and become happy and fulfilled at work again.

The only question is — which tip will you try first?

Featured photo credit: Ellyot via unsplash.com

Reference

[1]Psychology Today: The Healing Power of Gratitude

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