Negotiation: It’s an Art, Not a Process

Negotiation: It’s an Art, Not a Process

Some people just seem to have a knack for negotiation. Over the past 20 years, I’ve met plenty who think negotiation is all about comparing prices, throwing out a target price, throwing around some small talk, promising future products, and slashing prices.

In the business world, we call this “Techno commercial Negotiation.” It’s more of a process designed to keep various departments busy, particularly procurement. It creates this illusion that people are in control and are driving the conversation forward. But trust me — negotiation is an art, and it depends entirely on which side of the table you’re sitting on.

Are you the buyer or the seller?

Having sat on both sides, I’ve learned that negotiation is more than just facts and figures. It’s a journey, one that’s shaped by emotions, body language, and trust. So, let me walk you through how you can navigate this journey — from the first meeting to the final handshake.

The First Step: It’s Not Just About Numbers

Negotiation starts long before you discuss prices. It begins the moment you get an enquiry. And no, it’s not just about crunching numbers right away. The first step? Build rapport. Get to know the person who reached out to you. This person is going to be your guide through the entire process. The key is to establish a connection quickly, but make sure that connection feels personal.

Creating Hypotheses, Not Assumptions

Instead of jumping to conclusions, create hypotheses. Who are the decision-makers? What might their pain points be? Who could be the competition? How can you position yourself as the best solution? And what are the possible roadblocks?

Once you make your first submission, you’ll start seeing your hypotheses either hold up or fall apart. Every time more information comes your way, be ready to adjust. The goal here is to gather as much info as possible, without getting ahead of yourself.

At each stage, it’s easy to get overconfident or arrogant. But that’s when you’ll start to lose your edge. People notice things like whether you submit things on time, how well you communicate, and how thoughtful your responses are. Gaining trust throughout this process is vital.

The Price Talk: Patience Is Key

Now, let’s talk about the price negotiation. Here’s the most common feedback you’ll get: “Your price is too high,” “We don’t have that budget,” or “Your price is way higher than the lowest quote we got.” It’s tempting to justify, but don’t. Sometimes, the best response is no response at all — just a nod or a “Let me check.” But never get defensive, and definitely don’t ask, “Why?” That’s a rookie mistake.

Emotions can run high during these negotiations, but you have to remain calm and focused. Be thorough in your reasoning, and give the other party the illusion that they’re in control early on. This makes them feel like they’re leading the charge, which is often what they want.

When decisions are made by a committee (who you might never meet), ask thoughtful, indirect questions to get a sense of the bigger picture. These people are behind the scenes, and understanding their perspectives will help you. Just remember, your contact might be your coach, but your competition has their own coach too. Tread carefully.

Understanding Your Counterpart

By the time you reach the final stages of the negotiation, you’ll start to notice what type of negotiator you’re dealing with. Are they detail-oriented? Do they stick to processes? Or are they more accommodating? This will shape how you negotiate.

Once you’ve built rapport and they start to trust you, that’s when you bargain hard. But still, maintain the illusion of control. When it comes to pricing, don’t submit round numbers — use decimals, and make your offers in small, incremental decreases.

The idea is to never seem desperate or pushy. At each stage, try to generate empathy. Chat informally before making your official offer, and make sure the other party feels like their concerns are heard.

The Secret to Successful Negotiation

The key to effective negotiation is simple: Believe in your price, practice patience, and stay emotionally balanced. Never get personal, never bad-mouth your competitors, and focus on making your solution — and most importantly, you — the best choice for them.

To wrap things up, here are a couple of resources that can help you fine-tune your negotiation skills:

• 7-38-55 Percent Rule by Albert Mehrabian — This rule explains how people rely more on body language and tone than on the actual words being spoken.
• Never Split the Difference by Chris Voss — A must-read for anyone serious about mastering negotiation tactics.