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Boards Infantry

4 Ways That Less Is More In A Sales Negotiation

Do you become psychologically disadvantaged when negotiating? Are you aware that smart people do dumb things, because they’re psychologically manipulated when negotiating? Do you know how such psychological manipulation occurs and how to prevent it from happening to you? If you’d like to insulate yourself from ploys that can lead to psychological discourse in your negotiations, observe what follows.

The following five points are a few reasons why some people are roused when negotiating. Heed this insight to prevent psychological manipulations from being forced upon you.

The “Hurry Up And Wait” Tactic

As negotiating tactics go, the “hurry up and wait” tactic is actually pretty simple. The basic idea is that the side of the table that is doing the buying takes over control of the pace of the negotiations. Once they do that, they are now in the driver’s seat.

The selling side of the table has certain expectations in regards to what the next step in the negotiating process is and when that step will occur. When the seller takes control of the pace of the negotiations, they can change the tempo and this will cause distress for the seller.

A common way to employ the “hurry up and wait” tactic is to start the negotiations with an air of immediacy. Everything is rush, rush, rush. Discussions are held, requirements are gathered, and finally a proposal is made. Then nothing.

As the seller side of the table sits and waits for the next step in the process to occur (a response to their proposal), they will start to grow more anxious as nothing happens. The amount of time that is passing and the lack of feedback will serve to make them doubt that their proposal was a good proposal – especially if there are other sellers involved in the negotiations.

When the buyer side finally starts the negotiations up again, the seller side will be so grateful for any communications that they will be willing to make concessions in order to keep the negotiating process going.

This start-stop-start process can be used by the buyer side over and over again. As time stretches on, the seller side will become more and more disoriented and therefore more vulnerable to making poor concession decisions.

Time as a factor: Be aware of the pressures time places upon you in a negotiation. Always remember, the more time you invest in a negotiation, psychologically, the more you’ll become engaged and want to see the negotiation to its conclusion. You may be motivated psychologically to do so, even if it means you commit acts that are detrimental to your negotiation position.

The most important step that you can take is to realize what is going on. Once you recognize that the “hurry up and wait” tactic is being used on you, you’ll be better situated to respond to it. Your first step should be to notify the rest of your company about what is going on – this will remove much of the pressure that they would otherwise place on you to wrap the negotiations up quickly.

What All Of This Means For You

When your ability to agree to proposals that the other side of the table is making is limited, you would think that you’d be limited in what you could accomplish during a sales negotiation. However, limits on your authority can sometimes result in you actually having more power in a sales negotiation.

Several problems occur when people are mentally distracted and distressed in a negotiation. One, they lose their ability to be rational and two, they risk becoming lulled into an almost hypnotic state of mind. To prevent from becoming mentally frenzied, and engaging in irrational behavior that doesn’t support your negotiation position, be objective and reflective when negotiating. Don’t be lured into the traps mentioned above… and everything will be right with the world. Remember, you’re always negotiating.

By placing limits on your authority during a negotiating session, you equip yourself with a way to say “no” to the other side of the table. Additionally, you provide yourself with a way to explore just how far the other side is willing to go in order to create a deal. It turns out that sometimes limits can be a good thing!

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