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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 November 5, 2019

How to Use Visual Learning to Work More Effectively

How to Use Visual Learning to Work More Effectively

Knowledge is essential to become successful in life, your career and your business. Without learning new concepts and becoming proficient in our craft, we cannot excel in our chosen careers or archive knowledge to pass down to the next generation.

But content comes in various forms, and because how we learn influences how much we know, we need to talk about learning styles. This article will focus on how to utilize visual learning to boost your career or business.

The Importance of Knowing Your Learning Style

Knowing your learning style enables you to process new information to the best of your ability. Not only does it reduce your learning curve, you’re able to communicate these same concepts to others effectively.

But it all starts when you’re able to first identify the best way you learn.

As a college student, I soon figured out that taking online courses without visual aids or having an instructor in front of me led to poor retention of concepts.

Sure, I got good grades and performed excellently in my online exams. However. I discovered that I couldn’t maintain this performance level because I forgot 80 percent of the course content by the end of the semester.

There are several types of learning styles known to mankind. To give an idea of how visual learning stacks up against other learning styles, here’s a brief mention of some of the different types of learning styles we have.

The four most popular types of learning styles are:

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  • Visual learning style (what this article talks about).
  • Aural or auditory learning style (learning by listening to information presented).
  • Verbal or linguistic learning style (learning that involves speech and writing).
  • Tactile learning style (learning by touching and doing)

But for the purposes of this article, we will be focusing on using visual learning to boost your career or business.

How to Know If You’re a Visual Learner?

When it comes to boosting your career, business (or education), a visual learner is one who would most definitely choose shapes, images, symbols, or reading over auditory messages.

I’m talking about preferring to read an actual map when navigating to a new place over listening to verbal directions. I’m talking about discovering that you actually have trouble remembering what your manager said at the meeting because there were no graphs or illustrations to support the points raised.

Most people who struggle with learning probably aren’t leveraging their best learning styles. The earlier you identify how your learning style can boost your success, the less struggle you will encounter with processing new information throughout your career.

However, visual learning in particular CAN 10x your career or business whether it is your preferred learning style or not. And here’s why:

Several studies have arrived at the conclusion that the brain retains more information with the help of visual aids. In other words, images are directly processed by our long-term memory which helps us store information for longer periods of time.[1]

While some lessons can be performed orally, several concepts can only make sense if you have an image with an explanation of sequences (i.e learning about the human DNA).

Visual learning does use a different part of the brain and visual cues are processed by the part of the brain known as the occipital lobe.

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By engaging more parts of the brain during learning, you’re able to have a fuller understanding of concepts and facilitate better interaction with your immediate environment.

How to Use Visual Learning for Success

Here’re 4 ways to use visual learning to boost your career or business:

1. Bring back the to-do list. Then add shapes and colors to boost productivity.

We live in an age where computers have taken over virtually every aspect of productivity and most human functions. But written lists are making a comeback, and with an endless number of important tasks to complete, having a to-do list of tasks in order of importance can improve your productivity.

While coming up with a list is initially challenging, adding colors and shapes to written lists that you personally write and manage gives you an extra layer of assurance and boosts aids recall so that you actually get stuff done.

I have tried this technique in my work as a registered nurse and discovered that adding shapes and colors to to-do lists helps me delegate tasks, recognize where more work is needed, and makes it easy to cross off completed tasks at the end of the day.

2. Add graphs, charts and symbols to your reports.

Yes, it seems like more work cut out for you. However, graphs enable you monitor the heartbeat of your business.

Graphs and charts help you trend your finances, budget, and pretty much any data overtime. With the help of free and premium software available on the market, it has become easier to take plain data and in a matter of seconds, have relevant information displayed in different shapes and images.

As an entrepreneur, you can make predictions and allocate funds wisely when you’re able to see whether your efforts are rewarded. You can use colors and charts to delegate actions to members of your team and track performance at the same time.

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And when broken down into monthly, quarterly, bi-annual or annual goals, graphs and charts communicate what ordinary text cannot.

3. Effectively brainstorm with mind-mapping.

Mind-mapping is not new but I don’t think it’s been talked about as often as we do to-do lists.

With mind mapping, you’re organizing information accurately and drawing relationships between concepts and pieces from a whole.

Think of a mind map as a tree with several branches. For example, the tree can symbolize healthcare while each branch stands for nursing, medicine, laboratory science, and so on. When you look at nursing, you can further branch out into types of nursing; pediatric, women’s health, critical care, and so on.

It’s an interesting relationship; the more ideas you’re able to come up with for your chosen subject, the deeper you get and the stronger the association.

Mind maps really show you relationships between subjects and topics, and simplifies processes that might seem complicated at first glance. In a way, it is like a graphical representation of facts presented in a simple, visual format.

Mind mapping isn’t only limited to career professionals; business owners can benefit from mind mapping by organizing their online learning activities and breaking down complex tasks into simple actions so that you can accurately measure productivity.

4. Add video streaming to meetings.

What if you could double the productivity of your team members by video streaming your meetings or adding flash animation to your presentation at the same time?

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When you offer video as an alternative method of processing information to colleagues, there is a greater chance of retaining information because we recreate these stories into images in our minds.

For organizations that hold virtual meetings, it can also be an effective way to enhance performance during if people can see their colleagues in addition to flash animation or whatever form of video is provided during the meeting.

Is Visual Learning Better Than Other Learning Styles?

No, that is not the point. The goal here is to supplement your existing dominant learning style with visual learning so that you can experience a significant boost in how you process and use everyday information.

You might discover that understanding scientific concepts are much easier after incorporating visual learning or that you’re able to understand your organization’s value when projected on a visual screen with charts and graphs.

The overall goal is to always be learning and to continue to leverage visual learning style in your career and business.

More About Learning Styles

Featured photo credit: Unsplash via unsplash.com

Reference

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