In every negotiation there is information that can only be obtained at the negotiation table, these bits of information will often change everything (Black Swans). This is why The Black Swan Group has changed the format for preparing and engaging in a negotiation. No matter how much information and research you and/or your team has done prior to the interaction there are things needed to find the best deal possible that only your counterpart can tell you.
Don’t be so sure of what you want that you wouldn’t accept something better.
You may be the type of person that knows exactly what they want out of a negotiation and not only knows how to get it but defeat any objections with sound logic. Always remember negotiation is more like walking on a tight rope than it is competing against an opponent. Focusing so much on the end objective will only distract you from the next step and cause you to “fall off the rope”. Concentrate on the next step because the rope will lead you to the end as long as all the steps are completed.
Engaging in the process will help you expand the pie as opposed to only taking your piece or trying to figure out which side of the pie tastes better. Lastly remember do not let yourself get too overjoyed if you hear something you feel is a game-changer from the other side. This generally does not mean this is the “end all be all”, but an opportunity to uncover more.
Prior to taking our class, a former student of ours negotiated a higher salary for themselves at a new job that was a 30K increase from their former employer. Later finding out that the new position they were hired for had a compensation package that was 45K higher than their old job. At the table they had originally thought the counterpart was only conceding to their demands. Another former student negotiated the purchase of a property for their employer, a real estate broker, at 700K less than the asking price. Gathered information revealed that the seller was underwater on other real estate they owned. This led them to “undercut” the price. In hindsight they wish they add explored the idea of buying multiple properties, not only was this property irreplaceable but the seller was in need of cash right away.
There are very specific ways to actively listen and influence. We teach how to properly prepare 3 labels and 3 calibrated questions before ever negotiation. Allowing your agenda to dictate your action only gets in the way. Use the negotiation skills The Black Swan Group teaches to explore the process, find out what your counterpart’s agenda is, and how you can use it to complement your position.