{"id":112329,"date":"2023-09-03T11:43:00","date_gmt":"2023-09-03T15:43:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=112329"},"modified":"2023-09-05T12:58:39","modified_gmt":"2023-09-05T16:58:39","slug":"negotiation-tools-and-techniques","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/","title":{"rendered":"Best Negotiation Tools and Techniques for Strategic Moves"},"content":{"rendered":"\n<p>What are the best negotiation tools and techniques? What dodge-and-counterpunch negotiation moves should you use?<\/p>\n\n\n\n<p>When negotiating with a partner who&#8217;s throwing everything at you, you need to be prepared for their moves. Additionally, you should consider what type of boundaries and conditions you want to set for the negotiation.<\/p>\n\n\n\n<p>Discover more about these necessary negotiation tools and techniques below.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-know-your-moves-and-your-counterpart-s\"><strong>Know Your Moves (and Your Counterpart\u2019s)<\/strong><\/h2>\n\n\n\n<p><a href=\"https:\/\/www.shortform.com\/app\/book\/never-split-the-difference\" target=\"_blank\" rel=\"noreferrer noopener\"><em>Never Split the Difference<\/em><\/a> cautions that to <a href=\"https:\/\/www.shortform.com\/blog\/how-to-prepare-for-a-negotiation\/\">prepare for a negotiation<\/a>, <a href=\"https:\/\/www.shortform.com\/app\/book\/never-split-the-difference\/chapter-9#know-your-moves-and-your-counterparts\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>you need to plan some specific dodge-and-counterpunch moves to use\u2014especially when you\u2019re going up against a seasoned negotiator<\/strong><\/a> who has good negotiation tools and techniques.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-dodging-tactics\">Dodging Tactics<\/h3>\n\n\n\n<p>These are what you do to <a href=\"https:\/\/www.shortform.com\/app\/book\/never-split-the-difference\/chapter-9#move-1-dodging-tactics\" target=\"_blank\" rel=\"noreferrer noopener\">deflect your counterpart\u2019s \u201cpunches\u201d<\/a>\u2014aggressive threats, demands, and deadlines they may throw at you to pressure you into making a deal on their terms. You can use open-ended questions to say \u201cno\u201d without actually using the word, or pivot to non-monetary terms. Say things like, \u201cLet\u2019s put price aside for now. What <em>else<\/em> can you offer that would make this a good deal for me?\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-strategic-umbrage\">Strategic Umbrage<\/h3>\n\n\n\n<p>You need to be prepared to <a href=\"https:\/\/www.shortform.com\/app\/book\/never-split-the-difference\/chapter-9#move-2-go-on-the-counterattack\" target=\"_blank\" rel=\"noreferrer noopener\">hit back <em>without<\/em> getting angry<\/a>. Voss champions a technique psychologists call \u201cstrategic umbrage.\u201d This means being genuinely angry (not faking it), but in control of your emotions. The key to strategic umbrage is getting angry at the <em>offer <\/em>being made\u2014not the person making it. Saying, \u201cI\u2019m afraid there are no circumstances that would make that proposal work for me\u201d in a displeased\u2014but measured\u2014tone is a good way to leverage a little bit of anger to your advantage.&nbsp;<\/p>\n\n\n\n<p><em>Non<\/em>strategic umbrage would mean letting your angry emotions completely dictate your negotiating posture in a way that\u2019s counterproductive. In practice, this would involve losing your cool and making <em>personal <\/em>attacks against your counterpart by saying things like, \u201cIf you think I\u2019d even consider that pathetic excuse of an offer, either <em>you\u2019re <\/em>an idiot or you think I am.\u201d&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-determine-your-boundaries-for-the-negotiation\"><strong>Determine Your Boundaries for the Negotiation<\/strong><\/h2>\n\n\n\n<p>Negotiation experts write that there are a few tools you can use to determine your boundaries for the negotiation\u2014specifically, when you\u2019d walk away from a negotiation, your minimum conditions for a deal, and the range of outcomes that would be acceptable to both you <em>and <\/em>your counterpart.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-find-your-batna-and-learn-when-to-walk-away\">Find Your BATNA and Learn When to Walk Away<\/h3>\n\n\n\n<p>In <em><a href=\"https:\/\/www.shortform.com\/app\/book\/getting-to-yes\/preview\" target=\"_blank\" rel=\"noreferrer noopener\">Getting to Yes<\/a><\/em>, Roger Fisher and William Ury write that one tool to prepare for a negotiation is to <a href=\"https:\/\/www.shortform.com\/app\/book\/getting-to-yes#key-skills-for-getting-to-yes\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>determine your best alternative to a negotiated agreement (BATNA)<\/strong><\/a>. Knowing your <a href=\"https:\/\/www.shortform.com\/blog\/best-alternative-to-a-negotiated-agreement-batna\/\">BATNA<\/a> helps you decide when and whether it\u2019s better to accept the deal or to walk away.<\/p>\n\n\n\n<p>Their logic for using BATNA is this:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>The purpose of negotiating is to get better results than you\u2019d get without negotiating.&nbsp;<\/li><li>Therefore, when negotiating, you need to know your best alternative to negotiation in order to know whether to accept an agreement.&nbsp;<\/li><li>Once you know this, measure any proposed agreement against your best alternative or BATNA. It will protect you from accepting a bad agreement, as well as from rejecting a good agreement.&nbsp;<\/li><\/ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-rv-and-zopa-finding-you-and-your-counterpart-s-conditions-for-a-deal\">RV and ZOPA: Finding You and Your Counterpart\u2019s Conditions for a Deal<\/h3>\n\n\n\n<p>In <a href=\"https:\/\/www.shortform.com\/app\/book\/negotiation-genius\" target=\"_blank\" rel=\"noreferrer noopener\"><em>Negotiation Genius<\/em><\/a>, Deepak Malhotra and Max Bazerman supplement Fisher and Ury\u2019s BATNA concept with two additional negotiation benchmarks to determine ahead of time: <a href=\"https:\/\/www.shortform.com\/app\/book\/negotiation-genius#calculate-batnas-rvs-and-the-zopa\" target=\"_blank\" rel=\"noreferrer noopener\">the RV and the ZOPA<\/a>.<\/p>\n\n\n\n<p><strong>Your reservation value (RV) is the <\/strong><strong><em>worst <\/em><\/strong><strong>deal you\u2019re willing to accept in your current negotiation<\/strong>. For example, this might be the highest price you\u2019re willing to pay or the lowest price at which you\u2019re willing to sell. They recommend figuring out what your counterpart\u2019s RV is as well.&nbsp;<\/p>\n\n\n\n<p><strong>Your zone of possible agreement (ZOPA) is the space between your RV and your counterpart\u2019s<\/strong>. For example, if your lowest selling price is $10,000 and the highest your counterpart\u2019s willing to pay is $15,000, then the ZOPA is between $10,000 and $15,000. This range gives you a more tangible measurement of how much value you can either claim or surrender during a negotiation. To claim the most value, you want to make a deal as close to your counterpart\u2019s RV (<em>their<\/em> worst potential deal) as possible.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What are the best negotiation tools and techniques? What dodge-and-counterpunch negotiation moves should you use? When negotiating with a partner who&#8217;s throwing everything at you, you need to be prepared for their moves. Additionally, you should consider what type of boundaries and conditions you want to set for the negotiation. Discover more about these necessary negotiation tools and techniques below.<\/p>\n","protected":false},"author":14,"featured_media":11984,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[1256],"class_list":["post-112329","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-the-master-guides-negotiation","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Best Negotiation Tools and Techniques for Strategic Moves - Shortform Books<\/title>\n<meta name=\"description\" content=\"Do you want to be a master negotiator? 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With these negotiation tools and techniques, you&#039;ll be well on your way to striking the best deals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2023-09-03T15:43:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-09-05T16:58:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2020\/07\/performance-gapchallenger-sale-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1708\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Katie Doll\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Katie Doll\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/\"},\"author\":{\"name\":\"Katie Doll\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/c3e1b539e89423b544ede91ab2bff937\"},\"headline\":\"Best Negotiation Tools and Techniques for Strategic Moves\",\"datePublished\":\"2023-09-03T15:43:00+00:00\",\"dateModified\":\"2023-09-05T16:58:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/\"},\"wordCount\":713,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2020\/07\/performance-gapchallenger-sale-scaled.jpg\",\"keywords\":[\"The Master Guides: Negotiation\"],\"articleSection\":[\"Communication\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/\",\"name\":\"Best Negotiation Tools and Techniques for Strategic Moves - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/negotiation-tools-and-techniques\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2020\/07\/performance-gapchallenger-sale-scaled.jpg\",\"datePublished\":\"2023-09-03T15:43:00+00:00\",\"dateModified\":\"2023-09-05T16:58:39+00:00\",\"description\":\"Do you want to be a master negotiator? 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