Negotiating secrets: 4 keys to improving negotiation outcomes

Know a person’s prior beliefs

When entering a negotiation we all bring our own prior beliefs to the conversation. Knowing a person’s prior beliefs can also help us find common ground, which is the foundation for building trust and relationships. This does not mean you should manipulate data to match your or their opinion. We should always be honest in our presentation. If the data goes against your counterpart’s prior beliefs, help them understand why.

4Ask yourself what is

your ideal outcome

Understand your price range and what other incentives you can accept or give before going to the negotiating table. Prepare by asking yourself a few questions: What is my ideal outcome? What is my ZOPA (zone of possible agreement) — the range in which you’re willing to make a deal. And what is my BATNA — best alternative to negotiated agreement?

secrets to better negotiation

Remember we aren’t as rational as we think

Although we love data, humans are not as rational as we think. In fact, people often don’t make decisions based on data, but use data to justify emotional or irrational decisions.

For example, before buying something we research the product online and get recommendations from friends. Then, when someone asks about our purchase, we don’t say, “I really wanted it.” We use the data points to support our decision.

Theodore Cross, clinical assistant professor of leadership and management at ASU’s Thunderbird School of Global Management Think of all the times in your career that you’ve had to negotiate — with your employer or employees, with clients, with partners. From salary to sales agreements, it is a critical skill. Here are four steps in negotiations that are more likely to lead to an agreeable outcome for both you and your counterpart.

Create choices that are mutually acceptable

When you’re trying to get a kid to eat their vegetables, you don’t ask, “Do you want to eat peas or chocolate cake?” You ask, “Do you want to eat peas or carrots?” The same is true in a negotiation. We want to help people feel like they’re in control and like they are making their own choices. Creating a set of choices that has mutually acceptable outcomes can help frame the negotiation conversation.