One Simple Negotiation Skills Method That Will Instantaneously Produce Better Negotiation Results

There is one easy negotiation skills method that can be deployed by anyone to immediately and positively influence their negotiation outcomes. This technique is to always (yes always) exaggerate your expectations at the negotiation table.

Henry Kissinger, the well-known American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a well known quote referred to in both negotiation training and sales training courses. There are numerous reasons why it is vital for you to begin with high aspirations when you engage in negotiations:

1. Research has confirmed that high objectives will constantly outdo low aspirations. It could be said that if you want to hit the moon, you must aim for the stars. You will be surprised by the value of something so elementary. Many of my clients are very happy when they understand that they can accomplish much more from their negotiations by simply requesting more!

2. Having high aspirations will allow you to 'anchor' the deal around your goals. It is far better 'anchoring' negotiations around your aspirational level rather than your minimum acceptable rate. Having high aspirations express self-assurance and serves to emphasize the quality of your suggestions.

3. Perhaps most critically, having high goals will allow you the room to be flexible in your negotiations. Research tells us that almost everybody compare their achievements at the negotiation table with their ability to get concessions from the other side. The reality is that the other side will have no incentive to be flexible or to make allowances to you if you are not prepared and able to grant concessions to them.

Therefore, if you do not permit yourself some 'room to move' then you risk coming across to your counterparty as somebody who is uncompromising and unwilling to make concessions. Please note that I am NOT proposing that you start your negotiations with elaborate and unrealistic demands. Your opening offer must show a level that is realistic and that you are able to justify using a good, factual argument. It can be high risk using unrealistic demands and offers as your counterpart may well decide not to deal with you at all.

Some time ago I worked with a large multi-national business who used an approach of 'the price we demand is the only price we sell at'. As they are a well established and old company in America, they have become known as the type of organization that has a conservative method to business and have learned to live with this approach. However, when using this method in Poland, the company realised that they were being seen as being inflexible by the other side because they would never budge on their prices.

In Polish business culture this approach was not acceptable and they found it very difficult to finalise agreements in the Polish market place. The simple remedy was for them to ask for a little more than their regular prices so that they could permit clients the chance to negotiate with them and to gain some concessions from them. This method proved to be very successful for them.

Of course, keep in mind that 9 out of 10 times your counterparty's first offer will be an ambitious goal, not their minimum anticipated results. This means that you should never accept any first offer that is made - you must always negotiate!

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