SMH My Small Business 15th March 2015
It is not a sign of weakness if you pause occasionally, reflect and breathe.
In fact, giving the other party a chance to say their piece can prove potent in a tense or protracted negotiation as slowing the pace can help you reassess, regroup and return with an effective counter.
"Let the other person talk and allow one breath before you reply," says certified financial adviser Peter Horsfield, who describes his job as "one part financial adviser, one part marriage counsellor".
"This tactic will ensure the speaker feels heard and it will give you some time to reflect before replying."
Focus on the issue, not the individual
Professional negotiators who seal deals never launch personal attacks on their opposite number.
Business is business and as soon as your client/supplier/distributor hears name-calling or foot-stomping, you've lost your deal-making power.
"This is important as people who feel judged often close up or counter attack," Horsfield says.
"The key to negotiating is to keep conversation going and find grounds of similarity that both parties can agree to work on together."