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Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. When neither the Zen nor the science works, though, no one wins.

Just ask any hockey fan out there. The recent lockout and cancellation of the 2004-2005 NHL season is a perfect example of poor negotiating. Both the players' union and the league owners broke all of the rules when it came to brokering an agreement on player contracts. The result are hockey rinks across North America that are so quiet that you can hear a pin drop-unfortunately, not a puck. In dollar terms, professional hockey is missing out on television contracts, advertising fees, and tons of ticket sales.

Of course, you won't lose billions in revenue if you fail at the latest negotiation at your favorite online classified or auction site. But you could let a treasure slip through your fingers. Success in deal making, on the other hand, could land you that rookie Bobby Orr card, signed Stanley Cup puck, or whatever other fantastic item you're bidding on.

Plus, proper negotiations and compromise can ensure that you get the item for its fair value, including a good price on shipping and taxes. This increases the profitability of the trade for both you and the seller. The deal gets closed without nasty disputes, blow-ups, or hip checks. And both of you are left to do business again in the future.

To score all of these benefits, and avoid your own mini lockout, follow these simple tips on negotiating that will net results at online classified sites. As you'll see, victory isn't so much an exact science or a mystic sixth sense. It's more about simple know-how and common sense.

Warm up. Don't jump into a negotiation cold. Before you even face off with your opponent, figure out for yourself what would count as a victory. What do you exactly want out of the trade-and at what price?

Consider a truce. It may not even be worth dropping the puck at all. In other words, negotiations, like hockey games, can end in a loss for the home team, you. So weigh this risk before you start. If the item at hand is a dream buy, you may not want to endanger your purchase with a drawn-out negotiation.

Know when to pass. On the other hand, if the item is far from dreamy-and you're pretty sure something better may come along later-you could pass on negotiations. Or go for the score. Offer a lowball price. If you win, you won't be out too much, and if you lose, it won't leave a mark either. But be certain if you play this game. You could miss this opportunity without a guarantee of future prospects.

Know your enemy. Coaches and players spend hours before games watching films of their impending competition to study their tendencies. You need to take the same approach when it comes to making a deal. Try to read your opponent's mind. What is his or her goals in the negotiation? Does he or she have any strengths that they can use against you? Are there any weaknesses that you can use against them?

Spot all of your passing lanes. During your research, you may find that this particular vendor isn't the only one in the game with what you're looking for. Using these other vendors, and their prices, to your advantage can help you skate circles around your competitor.

Practice before you play. Also, research the item before you make a play on it. This knowledge, such as the going price and quality markers, can work as leverage during the negotiating, too.

Translate thought into action. Your strategy can become more complicated and unpredictable-and effective-once you're in the heat of battle. Just remember to think on your feet and remember all that you learned in your "training." For instance, if you know that the vendor has other items for sale besides your target, agree easily to one of these other purchases. Go for the easy one first. That will lure them into trusting you and giving you an easy pass on future, and more important, deals.

When it comes down to it, negotiation is all about this kind of give and take. It works out best when both parties get what they want out of the deal, without feeling ripped off as if they gave too much for too little.

That brings you to the one "don't" of negotiating. Don't fear a standoff. They are part of the art and science of trading, so don't be tempted to cave in just to break the deadlock. Instead, let your opponent make the first move. They will. They want to close the deal, too, don't forget. You both will be better off for this in the long run. And you won't end up like the NHL, the No Hockey League.

Donald Lee is the public relations manager for Buysellcommunity.com. Buysellcommunity provides free classified listing services for individuals and businesses to market their products and services online. For global and localized classifieds, please visit http://www.buysellcommunity.com - Free Buy & Sell Classifieds

In The News:

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Inc.com

Stop Behaving This Way When You Negotiate
Inc.com
The research tracked linguistic markers such as gratitude, deference, positive/negative tone, and using "please" (amongst others) to measure the tone of the negotiation on a buyer/seller exchange. The researchers then drew conclusions around the effect ...


Saudi Gazette

Negotiation team made a mistake
Saudi Gazette
Riyadh — A senior Saudi government official speaking to Reuters news agency laid out details of the death of Saudi journalist Jamal Khashoggi inside the Saudi consulate. The latest account, provided by a Saudi official who requested anonymity ...
Saudi source: Khashoggi died following 'mistakes made by negotiation team'Al-Arabiya
Saudi official provides further, new details on Khashoggi case: ReutersArab News

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Business Insider

Actress Elizabeth Banks has used a somewhat controversial piece of negotiation advice to shape her career
Business Insider
Banks' approach — setting your walk-away point — has been touted by some negotiation experts. In an article for The Muse, attorney Victoria Pynchon wrote: "If you act as if you're prepared to walk away from a deal unless you achieve your desired goal ...

and more »

Forbes

How To Masterfully Negotiate Your Salary
Forbes
My client, Sarah, came to me with a dilemma: she wanted to be making more money at her job, but had no idea how to ask for it. When I asked her if she had ever negotiated her salary before, her eyes got wide and she slowly shook her head. “I didn't ...

and more »

kurv

Gaza protests to test Egypt cease-fire negotiation efforts
WVVA TV
The negotiations seek to defuse simmering tensions. On Wednesday, a rocket fired from the Gaza Strip destroyed a house in the Israeli city of Beersheba in the worst bout of violence in recent weeks. Israel retaliated with airstrikes and has beefed up ...
Gaza Protests To Test Egypt Eease-Fire Negotiation Effortskurv

all 629 news articles »

The Latest: Bredesen backs drug price negotiation idea
Associated Press (press release) (blog)
NASHVILLE, Tenn. (AP) — The Latest on the U.S. Senate race in Tennessee (all times local):. 2:45 p.m.. Democratic U.S. Senate candidate Phil Bredesen is backing a plan for the federal government to negotiate drug prices with pharmaceutical companies.

and more »

NESN.com

Alex Cora Asked For One Thing During His Red Sox Contract Negotiation
NESN.com
Home was in Alex Cora's heart when he was trying to confirm his most recent career move. The Boston Red Sox manager revealed Thursday night the one demand he made when negotiating his contract with the team prior to his appointment. Hurricanes Irma ...

and more »

GiveMeSport

Eddie Hearn has lost his patience with Deontay Wilder's negotiation demands
GiveMeSport
The prospect of Anthony Joshua and Deontay Wilder finally meeting seemed to have hit the deadest of ends in recent times. It seemed all set for Joshua to put up his WBA, WBC and IBF, world titles as Wilder would defend his WBC strap in what would be a ...

and more »

Fast Company

Never, ever utter these phrases in a salary negotiation
Fast Company
To coach us along in the salary negotiation process, we turned to Josh Doody, author of Fearless Salary Negotiation. “A salary negotiation is a collaboration, and a key ingredient of a successful collaboration is good communication,” says Doody.


A Hollywood Executive On Negotiation, Talent, and Risk
Harvard Business Review
But to get that work made, you have to have shrewd negotiating skills. Ovitz says he now regrets some of the ways he approached business in his earlier years, and advises young entrepreneurs about what he's learned along the way. He's the author of the ...

Google News

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