How to Negotiate

Negotiating with competitors or adversaries is sometimes brutal. How to negotiate in an aggressive manner and defend your interests as effectively as possible?

Dragging out the negotiations indefinitely if you are sure that there is even the slightest chance of negotiating what you need. Your opponent may get tired of being dragged out and agree to make concessions. Be patient.

Do not make eye contact with your opponent during face-to-face negotiations. Look time after time, presenting your position, but don't stare. Most people (and even dogs) perceive a piercing gaze as an unfriendly or even threatening act.

If you get pinned at a weak moment, change the subject. Use whatever arguments you can think of and repeat them throughout the conversation. You will not only tire your opponent, but you can also find a hole in his armor with one of the arguments or compromises.

Play against the player, not the hand. This means, no matter how strong your opponent's position (hand), you have to play against his individual qualities (player). Never show your cards, for, as Machiavelli remarked, “Never show your intentions, implement them in every possible way. Ask a man for a weapon without explaining to him your desire to kill him; when it is in your hands, do your will with this weapon.”

Start big and don't lower. This will end up with a higher final price, including the arithmetic average.

Give away the useless, leave the rest. Don't sweat the little things.

Leave the enemy many exits. The basic rule of negotiation is to allow the enemy to save face, that is, to leave him at least one way out, getting everything he needs from him. It will be almost impossible to force your opponent to act in your interests without leaving him an exit or a path that seems to be an exit.

Never miss advantageous concessions, but seldom agree to them. Never threaten. Remember Machiavelli: “Never threaten your enemy and do not insult him, since neither one nor the other will reduce his strength; the former will make him more cautious, the latter will increase his hatred and make him more insistent in seeking to harm you.”

Thank God for human nature; when you understand it, all negotiations, nay, all business transactions, will become simple and easy. People act out of greed, people act out of fear. This is the essence of man.