Negotiation (The Brian Tracy Success Library)

1. Everything is Negotiable: Approach Life with a Proactive Mindset

"Everything is negotiable" should be your attitude and your approach to life and business from now on.

Proactive mindset. Passive people accept the current state of affairs, while proactive individuals see opportunities everywhere. Develop the habit of looking for ways to improve deals in your favor, whether it's getting things cheaper, faster, or with better terms.

Challenge fixed prices. Remember that all pricing is arbitrary and based on someone's best guess of what people will pay. Even when prices or terms seem inflexible, there's usually room for negotiation. Don't be intimidated by official-looking contracts or agreements; they can often be revised or amended.

Examples of negotiable items:

• Retail prices
• Salaries and job benefits
• Service fees
• Contract terms and conditions
• Lease agreements

2. Overcome Negotiation Fears: Ask for What You Want

"The future belongs to the askers."

Fear of rejection. Many people avoid negotiating due to a fear of rejection stemming from childhood experiences. This fear can hold people back throughout their adult lives, causing them to accept less favorable terms than they could achieve.

Build courage through practice. Overcome fear by repeatedly asking for better deals and not caring if the person says "no." Remember that rejection is not personal; it's merely a commercial response to an offer. The more you practice asking, the more confident and successful you'll become in negotiations.

Strategies to build negotiation confidence:

• Start with small, low-stakes negotiations
• Practice with friends or family
• Remind yourself that rejection is not a reflection of your personal worth
• Celebrate small wins to build momentum

3. Two Types of Negotiating: One-Off vs. Long-Term Relationships

"In Type I negotiating, you are in an adversarial position with the other person."

One-off negotiations. In short-term, one-time negotiations, your goal is to get the best possible deal without concern for future interactions. You can use more aggressive tactics and focus solely on your own benefit.

Long-term negotiations. When dealing with ongoing business relationships, focus on creating win-win situations that satisfy both parties' needs. Use the "Chinese contract" approach, where the initial agreement is just the beginning of ongoing discussions and adjustments.

Key differences between one-off and long-term negotiations:

• Focus: Short-term gain vs. long-term relationship
• Tactics: Aggressive vs. collaborative
• Outcome: Win-lose vs. win-win
• Flexibility: Rigid vs. adaptable

4. The Law of Four: Identify the Main Issues in Negotiation

"There are usually only four main issues to be decided in any negotiation."

Identifying key issues. In most negotiations, there are typically four main issues to be resolved, with one primary issue and three minor ones. Understanding this principle helps you focus on what's truly important and avoid getting bogged down in minor details.

Prioritize and compromise. Identify your primary issue and be prepared to compromise on less important matters. Similarly, try to understand the other party's main concerns to find areas of mutual agreement.

Steps to apply the Law of Four:

1. List all potential issues in the negotiation
2. Identify your primary concern
3. Determine three secondary issues
4. Assess the other party's likely priorities
5. Look for areas of potential compromise

5. Preparation is Key: Do Your Homework Before Negotiating

"Eighty percent of all negotiating success, if not more, is based on thorough preparation on your part before the first conversation takes place."

Research and planning. Thorough preparation gives you a significant advantage in negotiations. Gather information about the subject matter, your objectives, and the other party's likely position and interests.

Develop options. Having multiple alternatives increases your bargaining power and flexibility. Research other sources for the product or service, potential compromises, and fallback positions.

Key preparation steps:

• Define clear objectives and desired outcomes
• Research market prices and industry standards
• Identify potential obstacles and objections
• Prepare responses to likely questions or concerns
• Develop a list of questions to ask the other party
• Create a BATNA (Best Alternative To a Negotiated Agreement)

6. The Power of Suggestion: Control the Negotiation Environment

"Fully 95 percent of your thinking, feeling, and decision making are influenced by or completely controlled by your suggestive environment."

Environmental influence. The location, timing, and physical setup of a negotiation can significantly impact its outcome. Be aware of these factors and try to control them to your advantage.

Body language and positioning. Your physical positioning and body language can convey powerful messages during negotiations. Use open gestures and avoid confrontational seating arrangements to create a more cooperative atmosphere.

Elements to consider in negotiation environment:

• Location: Neutral vs. home turf
• Timing: Time of day, day of the month
• Physical comfort: Temperature, lighting, seating
• Body language: Open palms, leaning forward, eye contact
• Positioning: Side-by-side vs. across the table

7. Use Reciprocity and Social Proof to Persuade

"The most powerful of all influences, in his estimation, is the power of reciprocity."

Reciprocity principle. People tend to feel obligated to return favors or concessions. By doing something nice for the other party or making small concessions early in the negotiation, you can trigger a desire to reciprocate.

Social proof. People are heavily influenced by the actions of others, especially those similar to them. Use examples of others who have made similar decisions or agreements to support your position.

Ways to leverage reciprocity and social proof:

• Offer small concessions or favors early in the negotiation
• Use the Socratic method to find areas of agreement
• Provide testimonials or case studies of similar deals
• Reference industry standards or common practices
• Share statistics about how many others have made similar decisions

8. Price Negotiating Tactics: Flinch, Question, and Walk Away

"You never know what the best price is until you get up and walk away."

The flinch. React with surprise or disappointment to the initial price, even if it's reasonable. This can often lead to an immediate price reduction.

Questioning technique. Always ask if the stated price is the best they can do. Follow up with questions about whether they've ever sold for less or if they offer discounts.

Walk-away method. Be prepared to walk away from any negotiation if you don't get what you want. This demonstrates your willingness to look elsewhere and often results in better offers.

Price negotiation tactics:

1. Flinch: Show visible surprise at the initial price
2. Question: "Is that the best you can do?"
3. Assert: "I can get it cheaper elsewhere"
4. Lowball: Offer a significantly lower price
5. Nibble: Ask for additional items or services after agreeing on the main price
6. Walk away: Be prepared to leave if your terms aren't met

9. Emotions Impact Negotiations: Stay Calm and Detached

"The more you can keep your emotions out of the negotiating process, the more capable you will be of getting the best deal for yourself or your organization."

Emotional control. Strong emotions like desire, greed, fear, or anger can cloud judgment and lead to poor decisions in negotiations. Maintaining emotional detachment allows for clearer thinking and better outcomes.

Practice detachment. Prepare yourself psychologically before entering negotiations. Remain calm and avoid becoming too emotionally invested in any particular outcome. Remember that the person with the strongest emotional attachment often has the least power in a negotiation.

Strategies for emotional control:

• Take breaks or "time-outs" if emotions run high
• Use deep breathing techniques to stay calm
• Mentally prepare for various outcomes, including walking away
• Focus on objective criteria and facts rather than emotional appeals
• Avoid making important decisions when in an emotional state

10. Negotiations Are Never Final: Be Willing to Renegotiate

"No negotiation is ever final."

Ongoing process. View negotiation as an ongoing process rather than a one-time event. Be open to revisiting agreements if circumstances change or new information becomes available.

Mutual benefit. When renegotiating, always consider the other party's interests and offer something in exchange for changes. Approach renegotiations with a win-win mindset to maintain positive long-term relationships.

Tips for successful renegotiation:

• Clearly explain why circumstances have changed
• Offer something of value in exchange for concessions
• Be prepared with alternative solutions or compromises
• Maintain a collaborative, rather than confrontational, approach
• Focus on mutual benefits and long-term relationships
• Be willing to walk away if a satisfactory agreement can't be reached

Last updated: August 20, 2024