Negotiation - is it art or science?

Some people see negotiations as art; others on the other hand, are 100% confident that it's science behind the whole process. What do you need to succeed? No MBA or degree will ever help you master negotiations. For that to happen, you need experience. The key to success when negotiating a deal is to be prepared for the unexpected. In business, anything can happen, especially when your counterparts are more skilled than you. Always have a plan B in mind, and keep your calm no matter what. There are different types of negotiation styles; some are more aggressive than others, so you shouldn't be afraid to speak up even if an opponent approaches a deal with an overly confident attitude.

You can't win negotiations if you're not prepared

While there's definitely an artistic side to negotiations, one cannot walk into a meeting unprepared. It's paramount that you know what you're doing, and what you're saying. Gather as much information as possible about your counterpart prior to reaching the bargaining table. Come up with a strategy from the very beginning. Although there are specific things you can't know until you talk with your opponents, this doesn't mean you can take a small risk and speak up. What you say first - whether it's an offer, a question, or an allegation - will help the other side make an opinion. Basically, you'll manage to influence their behavior and perceptions.

Negotiation is a process that entails constant adapting, learning, and influencing, and all these actions take place in a specific environment. There's certainly chaos and uncertainty during a negotiation, which is why it's best to incorporate techniques and concepts that can help you win.

Negotiation - basic science, with a twist

We can agree that there's some sort of science behind every negotiation. Some strategies are based on logics; they're meant to force the other part to think and act a certain way. However, people are unpredictable, so it's never a good idea to assume that a negotiation will go as planned, even if you're confident that you will succeed. Some experts agree that business negotiations always come with a twist. Every now and then, something unexpected happens, and it's up to you to deal with the situation.

Be a good listener and use the information provided by the other party to your benefit. Business people are way too focused on need and strategy that they often forget to listen. Try to be genuine, express your wishes clearly and start bargaining. Patience is bliss in these circumstances because you want to build a relationship that may (or may not) come in handy years after that.

Words that work miracles in negotiations

Believe it or not, there are specific words that can help you work miracles during a negotiation. Rookie negotiators are not really sure of themselves when bargaining, and they always ask the wrong questions. Here's a phrase every business person, entrepreneur, and CEO should know: "What I might consider it this...". Basically, by making use of these words, you're not agreeing to anything. You're just opening a small door and you're giving some hope to your opponent.

From an emotional point of view, the words mentioned are meant to move you closer to your other party, and together you can work things out and build a partnership. It's important for a business person - whether he's a newbie or an expert - to understand the basic definition of the word "negotiation". It is a dialogue where the parties involved must reach an agreement that can benefit everyone.

Keep your eyes on the prize

Negotiation is an emotional process, which means you have to stay focused to win. Stay calm, feel comfortable, be reasonable, and ditch your feelings of anxiety. There's no reason to be nervous as long as you know what you want and need. Approaching a negotiation is a process of discovery - both parties will start asking questions, so it's the perfect occasion to know a little bit about opponents and their intentions.

Always keep your eyes on the prize, and listen carefully to whatever the other side of the table is saying. Although you may have to compromise and make some concessions, be careful not to give up too much. Know your objective and pursue it. We can't say exactly if negotiation is art or science, because to some extent, it could be both.