Negotiation shows up in branded merch more often than you might think. A client may want a lower price, or a prospect may push for a faster turnaround. You don’t need to “win” these conversations. Instead, you should look for a solution that work for you both.
In a post for the BuiltIn blog, Mercedes Bent says many people think negation is about winning. However, she believes it’s the opposite. Both parties don’t get exactly what they want but they still walk away trusting the person across the table.
In this issue of PromoPro Daily, we share her tips for finding common ground and reaching better outcomes.
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Listen deeply. People make decisions based on how you make them feel, Bent says. If you’re like many people, you probably spend a good part of negotiations preparing your next point. She advises quieting that impulse. This allows you to discern what matters most to the other person, even if they don’t say it outright.
Put yourself in their shoes. Bent likes to treat herself as the least important person in any negotiation because it helps her meet the other person’s goals first. Then, her goals tend to fall into place.
Know your priorities. You should enter every negotiation knowing what you’re willing to concede and what you’re not. Without that hierarchy mapped out in advance, she says you’ll get steamrolled on the things that actually matter.
Say no cleanly. According to Bent, a decisive “no” delivered with empathetic sincerity builds trust faster than a hesitant “yes.” It tells the other party exactly where the edges are.
Map your goals and theirs. Bent says it’s important to understand their motivations and frustrations, including what they care about but won’t say out loud. You can learn most of this beforehand. Talk to people who’ve negotiated with them and notice the themes they return to in public. In the room itself, watch what they repeat and move to protect because that’s usually where their real priority is.
Listen more than you talk. Ask the other person what matters most to them. Almost no one does this, Bent says. Every minute they’re talking, you’re learning where they’ll bend. People who feel heard are far more willing to give you something back.
Use friction strategically. Needing internal approval buys time and signals you’re not desperate. A simple, “I want to run this by my partners before I commit,” gives you room to think away from the pressure of the table, Bent says, and it makes a hard line later to land as a real constraint rather than a bluff.
Consider the tips above, like knowing your priorities when you walk in and discerning what’s most important to the other party. Always listen closely and don’t be afraid to say no. This is how you can find a deal you both can feel good about.
Compiled by Audrey Sellers
Source: Mercedes Bent is a partner at Lightspeed for over 5 years. She has an MBA and a master’s in education from Stanford University and a bachelor’s in economics from Harvard University.
