There is one easy negotiation skills method that can be by anyone to immediately and positively impact their negotiation results. This technique is to always (yes always) exaggerate your expectations at the negotiation table.
Henry Kissinger, the famous American Secretary of State stated: Effectiveness at the conference table depends upon overstating one's demands, a well known quote referred to in both negotiation training and sales training courses. There are numerous grounds why it is key for you to start with high aspirations when you engage in negotiations:
1. Research has confirmed that high objectives will regularly outdo low aspirations. It could be said that if you want to hit the moon, you must aim for the stars. You will be astonished by the effectiveness of something so simple. Many of my clients are very happy when they understand that they can realise much more from their negotiations by simply requesting more!
2. Having high aspirations will permit you to 'anchor' the negotiation around your aspirations. It is far better 'anchoring' negotiations around your aspirational level rather than your minimum acceptable rate. Having high aspirations convey self-assurance and helps to emphasize the quality of your proposals.
3. Perhaps most importantly, having high objectives will allow you the room to be flexible in your negotiations. Research tells us that almost everybody equate their achievements at the negotiation table with their ability to get allowances from their counterparty. The reality is that your counterparty will have no incentive to be flexible or to make allowances to you if you are not willing and able to grant concessions to them.
Therefore, if you do not permit yourself some 'room to move' then you risk coming across to the other side as someone who is inflexible and unwilling to make concessions. Please note that I am NOT proposing that you open your negotiations with elaborate and unrealistic demands. Your opening offer must show a level that is realistic and that you are able to rationalise using a solid, factual argument. It can be high risk using extreme demands and offers as your counterpart may well decide not to deal with you at all.
I once worked with a large multi-national business who used an approach of 'the price we demand is the only price we sell at'. As they are a well recognised and old company in the USA, most of their clients have come to know them as the type of organization that has a conservative method to business and have learned to live with this approach. However, when using this approach in Poland, the company realised that they were being seen as being inflexible by the other side because they would never budge on their prices.
In Polish business culture this method was not acceptable and they found it exceedingly difficult to conclude agreements in the Polish market place. The simple remedy was for them to ask for a little more than their regular prices so that they could allow clients the chance to negotiate with them and to gain some concessions from them. This method proved to be very successful for them.
Of course, bear in mind that 9 out of 10 times your counterparty's first offer will be an aspirational goal, not their minimum expected outcome. This means that you should never accept any first offer that is made - you must always negotiate!
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