You may dread the thought of negotiating, but at some point, you are going to have to do it. Whether you are discussing price, sharing a proposal or attempting to bring your idea to fruition, follow these tips to come out on top:
• Be the first to make an offer. Don’t wait to counteroffer. If you go first, you will influence the rest of the negotiation. If you are buying either a product or an idea, start low. If you are selling, start high.
• Use silence to your advantage. If the person you are negotiating with shoots down your initial offer or idea, don’t immediately respond. Instead keep quiet to encourage the other person to share more insight. As the person talks, you’ll gain useful information. If the person doesn’t rush to fill the silence, ask open-ended questions to gain more details that will help you to formulate a counteroffer.
• Don’t give something for nothing. You will need to concede occasionally or increase the value of your offer in some way. Just make sure that you receive something in return.
— Adapted from “for People Who HATE Negotiating,” Jeff Haden, www.linkedin.com.