Before the official negotiation starts, there is a phase where only selected people know about the upcoming proceedings. Skilled negotiators know exactly when this phase begins and how to influence the decisions of other parties through careful planning. To make most of this phase is crucial for a successful deal.
There are many stages in a pre-negotiation process and they are as follows:
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Target point: Before going discussing an agreement, you must know your aim. It is also known as ‘target point’. If you know what you want out of a deal, then you’ll be able to work towards your goal.
Resistance point: this is the point that’s going to be your escape route. In simple terms, this is your lowest point, any deals lesser than this is unacceptable. When you reach this point, you’ll know its time to call off the deal.
Anchoring: It is the first piece of information we receive before the official discussion begins. For example, planting a false price of the goods. By doing this, the seller is setting a standard and you will start judging its price closer to that price unknowingly. But in reality, that leaked information is wrong and you will gain no real profit from it.
Marker: it is all about influencing the other psychologically. Most parties in this stage intimidate the other party by stating promising results prior to their negotiations.
Plan B: it is essential to know your BATNA and have a plan B. If you don’t have an efficient plan B or your BATNA is fragile then it is very likely that you’ll have to settle with less than you want.
Driving a beneficial deal for you and through negotiation is a psychological warfare. It tests your mental capabilities, quick thinking and decision making abilities. Only the person with strong psychological attributes can score a deal that he wants.