Dezembro 2017 - Business English - Negotiating

Negotiating is something people either love or hate. But no matter how you feel about it, it's an unavoidable part, and the good news is that you get practice negotiating all the time.

We all negotiate on a daily basis - Have you ever said to your spouse, 'I'll take out the trash. Can you load the dishwasher?'' Swyers asks. 'Negotiation. When you ask for a raise? Negotiation. Who's driving? Negotiation.'

It doesn't always feel as natural when it comes to business negotiating, however. These four steps will help you feel more prepared next time the haggling begins.

1. Know Thy Self

Studies have shown women negotiate differently than men. Here's how:

-Men focus on issues and outcomes; women are often focused on the overall relationship of the parties.

-Women more often pick up on nonverbal communication.

-Women are more subject to being perceived negatively when negotiating aggressively than male negotiators.

These factors don't make either gender better negotiators, just different ones. Knowing your style and that of the other party can help you plan your strategy, as well as anticipate theirs.

2. Actively Listen

We often enter into negotiations assuming we know what the other party wants. Careful listening, can reveal much more.

If you listen carefully, you will be able to hear and understand what your opponent in the negotiation truly wants.

And this information can work for you.

3. Look for Leverage on the Spot

Negotiations take twists and turns all the time. When new factors arise that could give you an advantage, be prepared to jump.

4. Be Willing to Walk Away

The one who is willing to walk away will have the ultimate leverage in a negotiation.


Negotiations are often as simple or as complex as the involved parties are willing to make them. Being the more prepared negotiator gives you the advantage from the start, and makes an otherwise intimidating activity a simpler one for you.