The 5 Most Important Negotiation Skills you Must Master

Summary

This video outlines five essential negotiation skills: confidence, building rapport, active listening, flexibility, and patience. It emphasizes the importance of understanding the value you offer, connecting with others, listening to understand rather than reply, being adaptable in your approach, and not rushing to make the first offer.

Takeaways

• 😀 Confidence is crucial in negotiations; it helps establish trust and credibility with the other party.
• 🤝 Building rapport and understanding the other person's perspective is essential for successful negotiation.
• 💰 Aim for a win-win situation, ensuring both parties benefit from the negotiation.
• 👂 Active listening is key; it helps to understand the other party's needs and interests.
• 📏 Flexibility in approach allows for better negotiation outcomes and the ability to adapt to unexpected situations.
• 🤔 Patience is important in negotiations; waiting for the right moment to make an offer can be advantageous.
• 🔄 Being open to different communication styles can facilitate a more collaborative negotiation process.
• 💡 Understanding non-verbal communication is vital as it makes up a significant part of how we convey and interpret messages.
• 💼 Recognize the value of your offering and communicate it confidently to the other party.
• 🔄 Keep an open mind and remain adaptable to changes during the negotiation process.
• ⏳ Time can be a valuable tool in negotiations; sometimes waiting can lead to better offers from the other party.

Q & A

What is the primary goal of negotiation according to the video script?

The primary goal of negotiation is to understand what you want and to get it without forcing the other party to give it to you; instead, they should do so willingly.

Who is Esther Brook and what does her quote suggest about negotiation?

Esther Brook is a famous auto who said, 'He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.' Her quote suggests that negotiation is about maintaining a respectful and agreeable demeanor while still achieving one's objectives.

Why is confidence important in the negotiation process?

Confidence is important because it helps establish trust between the negotiator and the other party. It also allows the negotiator to effectively communicate the value of their offer and their ability to deliver on promises.

What does the video suggest about building rapport with the people you are negotiating with?

The video suggests that building a good rapport is crucial because people are more likely to do business with someone they feel a connection with. It involves understanding that the negotiation should be a win-win situation and learning to communicate in different ways to adapt to the other party's communication style.

What advice does J. Paul Getty give about making deals in the video?

J. Paul Getty advises not to try to make all the money in a deal and to let the other party make some money too. This approach helps build a reputation for fairness and encourages more deals in the future.

How does active listening benefit a negotiator?

Active listening helps a negotiator understand the interests of the other party. It allows them to learn what the other party wants and to be in a better position to offer something valuable to address their needs.

What is the significance of being flexible in negotiation according to the video?

Being flexible in negotiation allows a negotiator to adapt their approach to achieve their goals. It provides more room for negotiation and helps in responding calmly and effectively to unexpected situations or counteroffers.

Why is patience considered an important skill in negotiation?

Patience is important because it prevents a negotiator from making hasty decisions or being the first to make an offer. It allows the other party to reveal their willingness to pay or negotiate, which can lead to a more favorable outcome.

What does the video suggest about the percentage of communication that is non-verbal?

The video suggests that 93% of communication is non-verbal, which includes tone of voice (38%) and body language (55%), indicating the importance of paying attention to these aspects during negotiations.

How can a negotiator demonstrate their understanding of the value they are offering?

A negotiator can demonstrate their understanding of the value they are offering by being confident in themselves, their product, their abilities, and their pitch. This confidence communicates to the other party that the negotiator knows what they are doing and can be trusted to deliver on their promises.

What is the role of being a 'people's person' in the negotiation process?

Being a 'people's person' in the negotiation process involves building rapport and understanding how one's behavior affects others. It helps in establishing a connection with the other party, which can lead to more collaborative agreements and successful negotiations.

Outlines

00:00

😀 Building Confidence in Negotiation

The first paragraph emphasizes the importance of confidence in successful negotiations. It suggests that a negotiator should be self-assured and understand the value they offer. Confidence is portrayed as a key to gaining trust and effectively communicating the value proposition and uniqueness of one's product or service. Quotes from Steward Stafford and Blake Lively highlight the significance of self-belief and the outward appearance of confidence in influencing negotiation outcomes.

05:01

🤝 Developing Rapport and People Skills

The second paragraph focuses on the necessity of building rapport and being a 'people's person' in the negotiation process. It underlines the importance of understanding that people are more likely to engage in business when they perceive value beyond just monetary gain. The paragraph advises on the need to adjust communication styles to suit different individuals and situations, and the potential benefits of a collaborative approach to negotiation, as suggested by J Paul Getty, who advises leaving room for the other party to profit as well.

👂 The Art of Active Listening

This paragraph discusses the critical role of active listening in negotiations. It suggests that understanding the other party's interests is facilitated by listening to comprehend rather than just to respond. The paragraph cites Dr. Albert Meriabian's research to emphasize the predominance of non-verbal communication, highlighting the significance of tone and body language in conveying messages accurately. Active listening is positioned as a tool for gaining insight into the other negotiator's needs and desires.

🔄 Embracing Flexibility in Negotiation

The fourth paragraph stresses the value of flexibility in negotiation strategies. It advises against rigidity and the importance of leaving room for negotiation, as exemplified by Bill Coleman's advice on expressing a range of acceptable outcomes rather than a fixed demand. Flexibility is portrayed as an asset that allows for quick adaptation to unexpected situations and maintaining an open mind throughout the negotiation process.

🕰 Patience: A Key to Successful Negotiation

The final paragraph identifies patience as a crucial skill in negotiation. It points out that patience can prevent premature offers and potentially lead to more favorable outcomes, especially for sellers. The paragraph suggests that patience can prompt the other party to make the first offer, which can then be used as a starting point for further negotiation. It concludes with a general endorsement of patience as a means to encourage eagerness and movement in the negotiation process.

Keywords

💡Negotiating

Negotiating is the process of discussion between two or more parties to reach an agreement. In the video's context, it is integral to business activities such as hiring, purchasing, and selling. The script emphasizes that successful negotiation involves understanding what you want and achieving it without forcing the other party, which is a key theme of the video.

💡Credibility

Credibility refers to the trustworthiness and reliability of a person or entity. In the script, it is highlighted as an essential factor in closing a deal successfully. A negotiator's credibility is built on their ability to deliver on promises and maintain trust, which is crucial for establishing a successful negotiation environment.

💡Customer Value

Customer value is the worth or usefulness a customer perceives in a product or service. The script mentions it as a consideration in negotiations, implying that understanding and enhancing customer value can lead to more successful outcomes. It is linked to the video's theme by suggesting that negotiators should focus on providing value to customers to achieve a win-win situation.

💡Profit Margins

Profit margins indicate the amount of profit a company makes relative to its sales, expressed as a percentage. The script suggests that maintaining or improving profit margins is a consideration during negotiations. It is an important concept in the video's narrative as it directly relates to the financial success of a deal.

💡Confidence

Confidence is a belief in one's own abilities and the conviction to carry out tasks successfully. The video script emphasizes the importance of being confident in oneself, one's product, and one's pitch during negotiations. Confidence is portrayed as a key to gaining the trust of the other party and is exemplified through quotes from Steward Stafford and Blake Lively.

💡People's Person

A 'people's person' is someone who is good at building relationships and interacting positively with others. The script advises becoming a people's person to build rapport in negotiations. This concept is integral to the video's theme as it suggests that understanding and relating to others can facilitate successful negotiation outcomes.

💡Active Listening

Active listening is the process of fully concentrating, understanding, responding, and then remembering what is being said. The script points out that active listening in negotiations helps to understand the other party's interests. It is a key concept in the video as it highlights the importance of listening to reply with understanding rather than just waiting to speak.

💡Flexibility

Flexibility in the context of negotiations means being open to change and adaptable in one's approach. The script advises being flexible to achieve desired outcomes without being too rigid. It is a central concept in the video's message, suggesting that negotiators should be open to different approaches and solutions to reach agreements.

💡Win-Win Situation

A win-win situation is a circumstance in which all parties involved in a negotiation or conflict resolution achieve a favorable outcome. The video script mentions that negotiations should aim for a win-win scenario rather than a win-or-lose game. This concept is crucial to the video's theme as it emphasizes the importance of mutual benefit in successful negotiations.

💡Patience

Patience is the capacity to accept or tolerate delay, trouble, or suffering without getting angry or upset. The script advises being patient in negotiations, suggesting that it can lead to better offers from the other party. Patience is portrayed as a valuable skill in the video's narrative, helping negotiators to not rush and to let the other party reveal their intentions first.

Highlights

Negotiating is an integral part of day-to-day business activities.

Key considerations in negotiating include credibility, customer value, and profit margins.

Esther Brook's definition of negotiation emphasizes the importance of getting what you want without forcing the other party.

Confidence is crucial in negotiations; it helps establish trust in your product or service.

Being a people's person helps build rapport and is essential for successful negotiations.

Understanding different communication styles can adapt your approach for effective negotiation.

A win-win situation is preferable to a win-or-lose game in negotiations.

Active listening in negotiations helps you understand the other party's interests and needs.

Communication is 93% non-verbal, highlighting the importance of body language and tone.

Flexibility in negotiations allows for a more open approach and better problem-solving.

Being patient in negotiations can encourage the other party to make the first offer.

J Paul Getty advises leaving room for the other party to make a profit in deals.

Bill Coleman suggests using a range for expected earnings to allow for negotiation flexibility.

Remaining open-minded during negotiations can help navigate unexpected situations calmly.

Patience can be a negotiation technique to prompt the other party to make an offer.

Mastering these five negotiation skills can lead to becoming an excellent negotiator.

Transcripts

[Music]

negotiating is an integral part of our

day-to-day business activities whether

you want to hire new worker purchase new

items sell some Goods or make one or two

transactions in negotiating credibility

customer value and profit margins are a

few things to consider to close a deal

successfully yes I know it feels like a

lot but only when you don't understand

some of the necessary skills needed to

Be an Effective negotiator robot Astor

Brook a famous Auto said he who has

learned to disagree without being

disagreeable has discovered the most

valuable secrets of a diplomat Esther

Brook's definition best defines what

negotiation entails it's about knowing

what you want and getting it without

forcing the other part to give it to you

instead they do so willingly so in this

video I'll share with you the five most

important negotiation skills you must

Master if you're new here consider

subscribing so that you won't miss other

exciting videos like this number one

be confident tell me do you like to deal

with people who aren't confident I'm

pretty sure the answer is no well

likewise everyone else if you honestly

understand the value you are offering as

a negotiator then the last thing you

need to be is timid be confident in

yourself your product your abilities

your pitch and every other thing that is

necessary to Aid a successful

negotiation Steward Stafford an actor

and writer said confidence is when you

believe in yourself and your abilities

while Blake Lively an American actress

completed a quote saying the most

beautiful thing you can wear is

confidence

confidently during negotiations and the

other negotiator will be able to tell

that you know what you are doing hence

they can trust you or your product to

deliver its promise be bold and

confident enough to communicate both

your points of value and what makes you

different than anyone else on the market

it will help you negotiate better when

you understand what you stand for

number two become a people's person you

see you need to learn to build a good

rapport with the people you are

negotiating yes you want to sell your

product or sell yourself and your

services as quick as you can but you

need to understand that people will only

do business with you when they realize

that you're not just after their money

but giving them something valuable to do

this however you need to learn how to

relate with them by becoming a people's

person you need to know how your

behavior affects others you also need to

understand that we all have different

ways of communicating so to negotiate

successfully it'll be best to learn how

to communicate in different ways so that

you can change your communication style

whenever the need arises also you're

likely going to reach a collaborative

agreement more if you spend even just a

few minutes trying to to get to know

each other and if you're negotiating

over emails even a brief introduction

phone call may make a difference

sometimes you need to learn to put

orders first it shouldn't always be

about you in negotiating you need to

understand that it should be a win-win

situation not a win or lose game when

you relate with all the negotiator

bearing these in mind you are likely to

accomplish your goal J Paul Getty an

american-born British petrol

industrialist advices you must never try

to make all the money that's in a deal

let the other fellow make some money too

because if you have a reputation of

always making all the money you wouldn't

have many deals

number three be an active listener

listening in negotiation helps you to

learn the interest of the other party

don't listen to reply but to understand

so here's something about communication

that you must understand it is 93

non-verbal and the remaining seven

percent are words according to a story

done by Dr Albert mirabian of UCLA on

the ways we communicate when there is an

incongruency or mismatch in

communication words seven percent the

tone of voice 38 percent and the body

language 55 which is why so much gets

lost between the speaker's lips and the

listeners here so pay attention to the

other negotiator that way you will know

what they want and you'll be in a better

position to offer something valuable to

help solve their problem number four be

flexible it'll be best to understand

what you want but be flexible in your

approach to get it you don't want to be

too stiff Bill Coleman an American Jazz

Trumpeter said the worst thing you can

say is I want X dollar for this job

leaving no opening for negotiation by

the other side better languages I hope

to earn between X dollar and X dollar

that gives the other party more

flexibility also another thing to note

about being flexible is that you can be

on top of any situation quickly for

instance imagine a situation where the

other party throws a curveball at you

while negotiating keeping an open mind

in that can help you find your way out

in a very calm manner always try to keep

an open mind and remain flexible while

negotiating

number five be patient here's something

that you need to know about negotiating

it can sometimes be awkward especially

if you are new to the game so it'll be

best to learn how to become and patient

be patient enough not to be the first

person to make an offer especially if

you are the seller I mean you may never

know the buyer might be willing to pay

more than you are suggesting and if you

are the buyer the price may be

significantly higher than what the

seller was hoping

Bill Coleman suggested this is a classic

negotiation technique it's a gentle soft

indication of your disapproval and a

great way to keep negotiating count to

ten by then the other person usually

will start talking and may very well

make a higher offer when you are patient

it sort of forces the other party to

become eager to make an offer first

after which negotiation can commence

there you go with these skills in place

you'll become an excellent negotiator

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