Whether you’re negotiating a raise at your job, a list of chores with your kids, or the fee for your next speaking engagement, you need to know how to convey your message with the right tone and level of confidence. If you already feel comfortable with your public speaking skills, but you want to learn the tactics that will help you get what you need when negotiations begin, then we’re here to help. Mix and match these six tactics to build an educated and well-received argument during your next negotiation.
Many of the skills that you need to speak in front of people can also help you with negotiations. One of them is the ability to exude confidence. Your audience will be more open to listening to your argument if you go in looking like you know what you’re talking about. There are many ways that a positive self-image can help you in lifeand during your negotiations. Most important is to know your own value and prove your worth. Plus, when you’re confident and prepared for any rebuttal, you’ll avoid feeling stressed, and you’ll be sure of your ability to come back from any setback with ease.
Whether you’re negotiating with clients or customers, you must establish a relationship with them before you present. Reach out beforehand, listen to their needs as human beings, then ask how you can help them, and get to know them and their needs.
Making connections is especially important for business-to-business customers because you each need something from one another. The discussion goes both ways. By forming a relationship, you can continue doing business with each other over time because you’ll have that connection. The other important aspect of successful negotiations with B2B customers is to be reliable and provide what you promise on time. You’ll continue to build trust over time, and that will benefit you in future negotiations.
If you’re going to speak before an audience, you’ll want to research them so you can make a connection, and you should use the same approach during negotiations. Try to find all the relevant information you can, either by reaching out directly, interviewing people, or sending out surveys to see what that person or company is looking for so you can build your case and bring up relevant ideas. You can also see where they may be shorthanded or lack skills and knowledge, and then offer a solution; they’ll likely be impressed by your understanding of their situation, and look to do more business.
A typical negotiation that could happen in your life is when you’re trying to get a better job offer or a promotion at your current company. When entering into that situation it is essential to know your worth. During public speaking engagements, you know what you bring to the table. So you can use that confidence to appeal to the audience. The same goes for salary negotiations. If you simply ask for a raise, then it’s often too easy for them to say no.
Instead, you need to research beforehand, and bring facts to the table. Research typical salaries for this type of position, and if what you’re offered is low, then you can show them the numbers. You can also write down some bullet points about how much you were paid at a previous job and the responsibilities you performed that made you worth that amount, and bring that up as well. Timing is also critical in this situation. Wait until the potential employer makes you an offer, and if it’s too low, then start your negotiations.
Stress management is key to any negotiator’s success. Alongside taking care of yourself to reduce stress before negotiations, you’ll also need to prepare for any anxiety that may arise. Just like how you have to overcome a feeling of stage fright to share a message with a group, you also need to get past anxiety during a negotiation.
One way to do so is to practice your pitch out loud at home in front of a mirror, including inserting pauses when you think the other person would speak. If you’re going to negotiate a salary, then repeat your request during your practice sessions so that you don’t accidentally say the wrong number during the big moment.
Another idea is to find a friend or family member who has negotiated in the past, preferably in a similar situation, and have them act the part of your interlocutor. They can throw potential curve balls so you can form your rebuttals in advance.
Whether you’re negotiating in a business relationship or making a deal with a family member, it’s important to show empathy. Basically, you’ll be speaking to someone and relating to them as a person while creating a sense of understanding. Show empathy during your negotiations by actively listening to what they’re saying and then using what you learned from them to employ skillful questioning. Don’t ask them questions that they’ve already provided the answers to. The point is that you need to really pay attention to what they want, and absorb every detail. Then, you can provide a solution that they’re happy with, whilst getting what you want from the negotiation too.
Harness these six skills and tactics before your next big negotiation. By understanding your interlocutor, building a relationship with them, and overcoming your fears, you can confidently approach the negotiation table and make a convincing case.
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