When you negotiate, confidence is a great attribute to help you achieve a win-win outcome. Dictionary.com defines confidence as “the belief in oneself and one’s powers or abilities”. When you have deep confidence, your counterpart usually recognises the assurance that you exude, both verbally and nonverbally. So think about the benefits of having high confidence, they include:
- Feeling strong about what you are asking for from your counterpart
- Feeling strong that you are right
- Having the ability to say “no” to your counterpart if what they are asking for is not reasonable or in your best interests
- When you have confidence, it positively impacts the outcome of the negotiation because your counterpart tends to ask for less and give in to your requests more often than if you lacked confidence
So, how does one increase the belief in oneself or in one’s powers and abilities?
Momenta Performance Academy’s events will help you to become a more confident negotiator and the following 5 tips are just a taster of the type of topics we cover:
1. Preparation… Preparation… Preparation
There are some negotiators who prepare on the way to a meeting. When it comes to building confidence, this is not a good strategy. The more you prepare, the more you know the details, the facts, the history, the organisation or person you are negotiating with, and your BATNA (Best Alternative to a Negotiated Agreement), the more confident you will be when you find yourself in a situation where you need to negotiate.
2. Develop Options and Alternatives
If you have multiple options and alternatives to help create a win-win outcome, you will feel more confident in your ability to negotiate. The best negotiations are when both counterparts have multiple options or ways to complete an outcome where both parties consider it to be win-win. One outcome may be that if you cannot structure a reasonable deal with this vendor, there are several other vendors that would love to have your business.
3. Have a Clear, Positive Vision of the Outcome
A vision is a clear mental picture of the outcome. When you negotiate, you should always have a vision that is one of three different outcomes. In the first vision you believe you will achieve a successful outcome and have done the preparation to align with your vision. The second vision a negotiator may have is a vision of the status quo. In this vision, you just want to gain or keep what is rightfully yours but you are not looking to win in the negotiation. The third vision is to be clear about what you will not accept. This positive view avoids you settling for something you will not be happy with on the day or at a later date. It’s called a walk away position.
4. Hold Your Counterpart Accountable
Make sure every deal-point you or your counterpart agrees to is measurable and time bound. When you do this well, you can feel more confident that what was agreed upon will happen. When the deal points are not measurable and time bound, there is a good chance you may still get your reward, but it’s less likely.
5. Trust Your Instincts
Becoming a confident negotiator is part knowledge and part instinct. There are times when your counterpart says all the right things. In fact, what your counterpart says may even line up with the knowledge you have gained. But still, there is something about this counterpart you do not like or trust. When you do not like or trust someone, your instincts are telling you that something stinks. If you believe your instincts may be onto something, you will have the confidence to walk or choose an option you developed in point 2 above.
Confidence can be a great asset to your negotiations and those of your colleagues or team members. Like most business interactions, negotiation is all in the planning and our negotiation skills events help you with all aspects of this tricky subject and will give you the confidence you need.
To find out more about our negotiating skills events or how we could create a bespoke event for your company call us on 020 7374 5610 or e-mail email@example.com