How can you improve your negotiation skills?
Even if you hate to negotiate.
Even if you are afraid to get started with it.
Even if you have no idea where to get started.
In this video I'm going to share with you three tips that you or anyone for that matter
can begin using to improve their negotiation skills today.
Hey, I'm Derek Halpern you're watching SocialTriggers the place where you can learn to leverage
proven psychological principles to get more of what you want.
Here is the first tip intimidate the heck out of everyone.
That means just walk into a store scream at the top of your lungs and demand a better
price.
Just kidding.
Alright let's get serious for a second.
Here's the first tip.
I actually stumbled on this while reading "To sell is Human" by Dan Pink.
Before you sit down to negotiate with someone you should take the perspective of the person
you're negotiating with.
I'll explain.
Columbia business School professor and negotiation expert Adam Galinsky conducted an experiment
where he revealed interesting insights behind what helps people close a deal.
Here's what went down.
They got together a hundred and fifty four undergraduate students and broke them into
three groups.
Each group was given different directions on how to approach the sale of a gas station.
The first group, the control group, was told to just negotiate the sale.
The second Group, the empathy group, was told to imagine how the other person was feeling.
And the third group, the perspective taking group, was told to imagine what the other
person was thinking.
What happened?
The control group and the empathy group struck a deal thirty nine percent and fifty four
percent of the time respectively.
But the perspective taking group?
They struck a deal seventy six percent of the time!
Uh Ah.
That means when you want to negotiate the close of a deal take the perspective of the
person you're talking to.
Try to think where he's coming from, what is going on inside of his head?
Why is he looking to make a deal in the first place?
Can you align his incentives with your own?
Tip number two, always ask for more than you really want.
Let's say you are negotiating a job offer and you really want a five thousand dollar
increase in your salary.
What should you do?
Don't ask for five thousand dollars.
Ask for ten thousand dollars and a week's vacation.
Why?
Asking for more than you really want gives you the opportunity to make sacrifices while
you're negotiating.
After hearing your offer the hiring manager is probably going to say you're asking for
too much.
But that's okay you've got five thousand dollars and a week's vacation worth of wiggle room.
You can sacrifice that extra money and vacation time, meet the hiring manager in the middle
and agree on that five thousand dollars salary increase.
Which is what you really wanted anyway.
So if you're negotiating your salary, a client contract or anything really ask for more than
you're willing to take.
Get it?
And the last tip.
When you have to decline an offer never take responsibility for the no.
Here's the deal.
When you take responsibility for the no you're positioning yourself as the foe and the other
person could get defensive and that's no good.
However, when you pass the blame to someone else you take on a different role.
Instead of being the enemy you're actually working with the person you're talking to
find a common resolution.
Be the good guy.
Let me give you an example, back when I was eighteen I worked for a BS sign company and
my gig was to sub contract out sign installations for as cheap as possible.
Every time I would call a sign installer they almost always quote a price that was way too
high.
So I would tell him, put him on hold, walk to my boss's office present the price.
She'd say no I would go back pick up the phone and say "Hey man I'm going to level with you,
I can't give you as much as you're asking and to be honest with you it's not my fault
it's my boss's fault.
I really don't care what we pay you I make eight dollars an hour.
I just need to find someone who can do it for this price.
If you can work with me we can make a deal if not I'm sorry."
as you can see I wasn't the enemy I blamed the Boss for the no and positioned myself
as someone who was just trying to make this deal work.
We were on the same side.
So there you go those are three tips that you can use to become a master negotiator.
again take the perspective of the person you're talking to, always ask for more than you really
want and never take blame for the no.
If you like this video make sure you subscribe to my Youtube channel by clicking the subscribe
button.
Also do you know anyone that might be able to benefit from one of these three tips we
talked about today?
Send them a link to this video.
They are going to love it.
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