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Many small business owners think top-shelf negotiation skills are best honed by the ultra-wealthy and successful at large corporations. The truth is, the smallest businesses among us need negotiation skills in everyday situations, from scheduling employee shifts to keeping a customer. Here are a few tips to help you start making deals that bring something to the table for everyone – you included.
- Build Confidence
If you really doubt your abilities, consider attending negotiation seminars, so you can receive in-depth advice from people who have tons of experience. The most critical aspect, however, is that you know what you want to get out of negotiating.
So ask, why is this important to your business? State your objective to yourself. Know that it is attainable, and that you, as an owner or manager, are not asking too much by negotiating on behalf of small business success.
- Get Ready
How are you going to get the other side to the table to make a deal with you if you don’t know them? Perform as much research as possible on who they are and what making a deal that benefits you would mean for them. Where’s the value? What points might they get stuck on? Have answers and suggestions ready.
What would be most appealing to them? Can you offer them something like that in exchange for what it is you want?
- Stand Tall
This one is pretty simple. No matter how you feel inside, conduct yourself in a way that is worthy of respect. Do not give in to intimidation, no matter how big or successful the person you’re negotiating with is.
Make eye contact, keep your chin up, and sit at the same level. If you feel the other party is being deceptive or condescending, redirect the conversation or shut it down tactfully.
- Be Human
Don’t take on the mannerisms or personality of what your idea of a successful negotiator is. You don’t want to behave emotionally, but you do want to clearly explain why you want what you want.
It may also help to share a personal detail or two about yourself – nothing too intense, but something that helps the other party connect with you on a different level.
- Be Flexible
Being flexible doesn’t automatically mean conceding to the other side. What it does mean is that you aren’t making rigid demands. Instead, offer a range of solutions with mutually beneficial outcomes.
And before you go in, choose at least one concession – one thing you’re willing to give up when things get tight. That way, it looks to the other party as though you’re making a sacrifice. In reality, you were prepared for this moment. You just weren’t going to let it go easily.
Finally, before you leave, make sure you’re both on the same page about what was agreed to. Follow up to confirm if necessary. And remember – making deals and “fighting” for your business is always worth it. Just because you’re small, doesn’t mean you have to shrink into the background.
