An important part of your negotiation preparation and planning is be prepared for transactional tactics and tough negotiators. There are six strategies to consider. We use the acronym "TACTIC" to help remember them.
|Take a Deep Breath
||When confronted by a transactional tactic, first take a relaxing breath and a moment to think before you respond.
|Acknowledge the Disagreement
||Acknowledge the negotiator’s comment; rephrase it so that you can open the dialog.
||Spend time clarifying the position and motivations by using open questions to ensure you have a shared understanding with the negotiator.
||Transfer the focus so that you can reframe the discussion on shared motivations. Defer any points of disagreement until later.
||Investigate alternative ways to get to an agreement. Seek the Client’s input or input from other team members. Brainstorm creative ways to reach an agreement. Use this opportunity to increase the value your solution brings to the company.
|Confirm Next Steps
Confirm next steps, even if you only summarize areas of agreement and disagreement. Get the negotiator to agree on the current points and next steps.
Below is an example interaction with a client to see TACTICS in action.
TACTICS In Action
Client states: I need you to increase the client service team size from 4 to 6 full time people, working on-site at our offices, or we have no deal.
- Take a deep breath!
- It sounds as though you really value the client service team and I hear that you want to increase the number by 50%. (Acknowledge)
- I wonder what you want Nielsen to additionally deliver for you that will help you to grow your business. (Clarify)
Client replies: We need to be more effective in our retailer negotiations and create retailer proposals that will help us improve our distribution and ranging.
- We understand that your products have sometimes suffered from store related issues and can see that helping to address this will be a big focus for you in driving growth. (Transfer focus)
- I suggest that we talk more in the next few days about how we can help you become more effective in driving sales. Are there any specific issues that you are looking to address? (Investigate Alternatives)
- We will schedule a meeting for Thursday or Friday this week, does that suit you?(Confirm Next Steps)