۵ تکنیک مذاکره که باید بدانید

Avoid silences
You might think that silences are necessary in negotiations so that the other person can think about whether or not they are interested in what you have just said. However, what you are really aiming at is for the person to make a decision as quickly as possible. Therefore, make the silences work to your advantage by offering more information about your product, service, or what you are trying to achieve. If you know the other party’s interests well, you can add a detail that you know they will like or raise an issue that draws their attention.

Use questions to your advantage
Asking questions is one of the most widely used negotiation techniques due to its effectiveness. However, what does it actually consist of? It implies making the other person doubt what has just been stated or said. For example, if an investor thinks that the amount that needs to be invested is too high, you can ask “too high?”. This will make the other person doubt, think, and start making comparisons. The person will probably go silent, and there you can take the opportunity to offer some comparative data that works to your advantage.

Confirm your value
In any negotiation technique, confidence is crucial to obtain good results. Therefore, even if the other person tells you that they have been offered a better proposal or that they have other proposals on the table that they want to review again to make their choice, this should not make you feel that your product or service is of little value. Confirm it, make it stand out, emphasize the strengths of your SME, and, if you can, include in your pitch a testimonial from a supplier who has already worked with you; this will make a difference when negotiating.

Set limits
Among the negotiation techniques we are discussing, one that also works very well is precisely the following: Setting limits. Telling the other person that you have a specific budget (if you are talking to a supplier) or that you cannot lower the price any further (if it is a potential investor) is to provide a clear figure that the other person will have in mind to be able to continue the negotiations. This will also put pressure on the other person to conclude the negotiation as soon as possible.

Be flexible but firm
A lack of flexibility is not something we would recommend when you have just launched a business or already have an SME. You should always be open to negotiate, and it is also necessary and something you will always need to deal with. Therefore, be flexible with your prices in negotiations, but firm enough so that you are not taken advantage of or end up doing a job that is not profitable. Remember that your business is important, and in order for it to thrive, you must ensure its long-term continuity.