Tough Negotiation Strategies: How to Close Big Deals and Stand Your Ground

Business coach, expert in difficult negotiations, founder of international business camps for managers and owners "Leader's Trajectory" Konstantin Smirnov shared rules that will help to successfully conduct even difficult negotiations.

Soft power is the ideal strategy

Imagine that you need to go to a meeting with a partner who is dissatisfied with the production time of an order at your enterprise. He is negative and hostile. What comes to mind first? Perhaps the desire to be tough and "put pressure" on the counterparty, protecting your interests.

However, such an attitude further provokes aggressive behavior from the other party. In fact, ultimatums and coercion always generate a defensive reaction, which has little to do with trust and the desire to maintain relationships.

Soft power is the ability to influence the interlocutor and defend your interests without using pressure or harsh methods. It includes:

• attention to the other party's position,
• interest in their needs,
• creation of a positive atmosphere,
• focus on finding mutually beneficial solutions.

Why does this approach always work? A person sees that their opinion is heard and acknowledged, and this reduces their level of aggression. By showing understanding for the feelings of the other party, you show that you really care about the problems that have arisen.

After the interlocutor expresses their complaints, their negative attitude will soften, and they will be more open to constructive dialogue. At this stage, you can already take specific steps to resolve the situation.

Preparation is a must

Negotiation experts believe that their effectiveness depends on preparation by 80-90%. This rule is confirmed by experience.

The habit of acting “according to the situation” can be useful in making simple decisions, but it often does not work in the business world. The chances of achieving benefits in this case are greatly reduced, especially if the other party turns out to be prepared.

Serious negotiations (for example, with key customers, contractors or investors) can affect economic benefits or even the fate of the business, which means that they need to be prepared carefully and for a long time.

Preparation for negotiations includes:

1. Study of reasons and prerequisites;
2. Collecting information about the interlocutor and the company he represents, and, if necessary, also analyzing the industry and market related to the subject of negotiations;
3. Determining the goals and interests of the parties;
4. Formulating a strategy, developing the main and backup options for solutions;
5. Preparing arguments and evidence to support your position. Analyzing the opponent's likely objections;
6. Determining non-verbal signals, intonation, and other techniques that will help you win over your interlocutor;
7. Psychological preparation: working with fear and anxiety.

Politeness is a position of strength

Many people are concerned about the dilemma: who should greet first when coming to negotiations? People ask this question, believing that the first to speak shows weakness or excessive interest in the outcome of the meeting.

Of course, this is not true. You should always try to greet first. Firstly, in this case, it is you who sets the right tone for the conversation. Secondly, you immediately see the reaction of the interlocutor and can read his mood. Thirdly, you show yourself to be a well-mannered and friendly person and dispose the interlocutor to you.

Bargain or agree?

Many do not like to bargain, considering it "market" behavior.

But the process of negotiations is the coordination of interests by the parties based on the principles of voluntariness, exchange and mutual benefit. The two parties discuss the terms, make offers and try to get certain advantages in return.

Otherwise, these would not be negotiations, but only an acceptance of an invitation to cooperate on the proposed terms.

When bargaining, do not resort to intimidation or deception. A lie indicates a weak position, and the other party will definitely notice it.

If it is impossible to change certain conditions during bargaining (for example, to reduce the price), try to agree on favorable conditions on other parameters: terms, volumes, etc. For example, a discount may be acceptable for ongoing cooperation or for large volumes of purchases.

Instead of a discount, you can offer delivery, consultations, a bonus or a gift. At the same time, look at how the counterparty can benefit you. They can recommend you, place your advertisement, provide a database of potential clients, etc.

What to do if the other person is hostile?

Some people use a raised voice as a pressure tool to win and make a deal on their terms. Others yell, losing self-control due to stress. What to do if your opponent starts to lose his temper and become aggressive?

Remain calm. If you start yelling back, the negotiation will most likely fail. But if you can withstand the storm of emotions, you will definitely gain an advantage. When the opponent calms down, he may regret his words and be more inclined to make concessions.

Do not make decisions in the heat of the conflict and do not try to calm the person down with favors. Just show that you are not ready to negotiate in this way. And when everyone calms down, then make balanced decisions.

Mutual benefit and no compromises

Negotiations are about finding mutually beneficial agreements. If each side thinks only about their own needs, it will be impossible to reach an agreement.

But a compromise, where both sides make mutual concessions and do not achieve their goals, is also a bad option. This is the path to a "lose-lose" result.

For a deal to be fair, you need to consider how each side perceives the benefits and losses. Do not do favors for no reason: demand something in return. An unconditional concession is perceived by the other side as weakness.

In negotiations, it is always necessary to look for solutions that will fully satisfy both parties. Yes, this may require more time and effort, but in the end, everyone will be happy, and the relationship with the partner will be reliable and friendly.