Negotiating: 10 ways to get better results

Negotiating isn’t extraordinary, of course. It’s something that most of us do many times each day, whether formally or informally, in our business or personal lives.

Some of us are natural negotiators, while others struggle. However, negotiating isn’t simply a question of enforcing our will to get what we want.

Sometimes you get more than you expected; sometimes you have to settle for less than you wanted

Negotiating involves trying to reach agreement. Sometimes you get more than you expected; sometimes you have to settle for less than you wanted. Negotiating is about finding a solution that’s acceptable to both parties, which is why some negotiations take so long or why they ultimately prove fruitless.

So, what’s the key to getting better results when negotiating?

1 Be well-prepared

Proper preparation is key. You must know what you want from the negotiation, what your alternatives are and what you’ll concede if asked. You also should try to understand what the other party wants, what they’d give up and what their other options are. Ahead of the negotiation, practice answering any questions you’re likely to be asked and make sure you can back up all claims you’ll make, because it could strengthen your negotiating position.

What works in some cases may not work in others, so take time to decide the right approach 

2 Use the right negotiating strategy

Good knowledge of the other party can enable you to know how best to approach the negotiation. Your strategy will be slightly or entirely different for different people and situations. What works in some cases may not work in others, so take time to decide the right approach to take in each instance. 

3 Choose the right time and place

You need somewhere free of interruptions, where both parties can talk openly. Make sure there’s enough time for the negotiation, so that deadline can’t be used against you. Very early on, explain what you hope to achieve, but don’t reveal concessions you’re prepared to make, because these must be negotiated.

4 Believe in yourself

Lack of confidence will undermine you when negotiating. If you’ve prepared well, know what you want and have a sound strategy, you should feel confident. Also make sure that your appearance and body language is right. Be firm but fair when negotiating. Speak clearly and with authority, but remain open to questions and comments.

Don’t issue ultimatums or allow things to get heated. Stay cool and don’t take things too personally

5 Stay calm and keep it friendly

Negotiations should be friendly, with both sides professional, polite and respectful. The tone shouldn’t be adversarial – aim to build bridges not walls. Don’t issue ultimatums or allow things to get heated. Stay cool and don’t take things too personally – even if the other party is rude or overly dominant. Smile and stay focused.

6 Be a good listener

You must carefully consider the other person’s point of view if you’re to reach an agreement. Don’t talk at or over them, instead, seek to create and sustain a good conversation. Also be patient, because negotiating can take time, especially when matters are complex or the stakes are high. During the conversation, if you don’t understand any points, seek clarification.

Don’t allow yourself to be bullied into revealing your bottom line too early on

7 Be prepared for negotiating tactics

Experienced negotiators employ various tactics, especially when buying or selling. Be prepared for someone to play tough, but don’t allow it to affect your confidence or determination. Don’t allow yourself to be bullied into revealing your bottom line too early on. There should be some room to negotiate on the other party’s opening offer.

8 Concede ground when necessary

But ask for something in return. So, if they want a cheaper price, agree only if they buy more from you. If they want more credit, try to ask for a higher price. Where possible, avoid giving concessions unless you get something in return. And never appear desperate, because it can weaken your position severely.

Drive a hard bargain, but remember – the deal must be fair for both parties, if the relationship is to last 

9 Seek concessions when possible

If you feel you’re in strong position and close to agreement, try asking for concessions, but only if they offer real value for your business. If you’re buying, by all means drive a hard bargain, but remember – the deal must be fair for both parties, if the relationship is to last. 

10 Walk away if you can’t agree

No deal really is probably better than a bad deal. If you want to consider an offer, ask for more time. If no agreement looks likely after there has been sufficient time to talk, politely end the negotiations and part on good terms. They might later make more concessions to rekindle your interest. If you can’t come to an agreement that works for your business – explore other available options.

• Blog written by Dead Good Content founder, Mark Williams.

Dealing with redundancy: advice for employers and employees

Being made redundant is one of the most unpleasant things you can experience at work. I should know – it’s happened to me four times.

When you’ve worked hard, enjoy your job and like working with your colleagues, redundancy is a bitter pill to swallow. And being told it’s not your fault, that you’re simply a victim of economic circumstances, offers no comfort.

You may be lucky enough to get redundancy pay, so you can cover your bills until you find a new job. But if not, things can get very stressful, especially if you have a mortgage/rent to pay and other mouths to feed.

Without wishing to sound blasé or insensitive, even though I received no redundancy pay, on two occasions I didn’t feel remotely unhappy about being made redundant. I was able to escape jobs I hated; working for people I disliked who couldn’t care less about me. I was underpaid, under appreciated and overworked.

In reality, every time I’ve been made redundant, I’ve gone on to better things, including starting my own business. It can be hard, but redundancy can lead to something better. So, whether you’re an employer or employee, what else do you need to know about redundancy?

“The process can be stressful and time-consuming, when you could also be faced with serious cash-flow issues”

Redundancy advice for employers

Making redundancies can also be one of the worst things employers have to go through. Seeing good people lose their jobs through no fault of their own isn’t nice. The process can be very stressful and time-consuming, too, when you could also be faced with serious cash-flow issues.

Independent workplace experts Acas has produced guidance for employers on how to manage staff redundancies. It advises creating a redundancy plan, so you can better manage each stage of the process, as well as exploring all options so you can avoid compulsory redundancies.

Communication, consultation and support

Involving staff and their representatives in consultations is essential and you should fully support your employees throughout. Do what you can to help them find other jobs if they’re made redundant. You must also consider employees who remain, because they can be unsettled.

Although you may need support from your accountant, government website Gov.uk enables you to calculate your employee’s statutory redundancy pay. Employees must not be selected unfairly and you must give them “reasonable” time off to look for a new job. If necessary, seek tailored advice from a legal or HR consultant. Jobcentre Plus can give you and your employees free support and advice.

Poor communication, lack of empathy and unfair treatment can lead to resentment. Employees should feel free to come to speak to you about their concerns. Those with more than two years’ service qualify for statutory redundancy pay. If your business would become insolvent by making statutory redundancy payments, the Insolvency Service’s Redundancy Payments Service may help.

“You must be selected for redundancy in a fair way. You cannot be selected because of age, gender or if you’re disabled or pregnant ”

Redundancy advice for employees

Gov.uk also offers advice for employees on redundancy. Acas operates a redundancy payments helpline (0300 123 1100), while its website details employee redundancy rights. The Citizens Advice website allows you to check that your redundancy is fair and enables you to find out about your redundancy pay rights. Find out about those as soon as you’re told you’re being made redundant. 

According to Gov.uk: “You must be selected for redundancy in a fair way, for example, because of your level of experience or capability. You cannot be selected because of age, gender or if you’re disabled or pregnant [otherwise it] could be classed as an unfair dismissal.” Often last in are first out. You can write to your employer to appeal if you believe you’ve been unfairly selected. If so, you may be able to make a claim to an employment tribunal.

You’re entitled to notice or payment in lieu of notice if included in your employment contract. You have consultation rights, too. If, during consultation, you are told you may be made redundant, act straight away – don’t waste any time. Update your CV and LinkedIn page immediately.   

“You can get time off for job interviews. Also let it be known through your networks that you’re looking for a new job”

Redundancy – what next?

If you plan to find another job, begin your search while serving your notice period. You can get time off for job interviews. Also let it be known through your networks that you’re looking for a new job.

You may be able to find one by searching on Gov.uk. Jobcentre Plus offers advice on how to look for a job online (with a handy list of recruitment websites you can add to your favourites). The Jobcentre Plus Rapid Response Service may be able to help you to write a new CV and find a job, while also providing advice on benefits and training.

Contacting recruitment consultants could pay off, as could searching on trade, local and national press websites for situations vacant. You could also email speculative applications to potential employers in your field or area. Don’t discount anything.

With huge number of redundancies having been made in recent months (695,000 people have reportedly left company payrolls since March), competition for vacancies will be fierce. You could choose to enhance your skills or qualifications to stand a better chance. You may be eligible to claim benefits while looking for your next job. Those losing their jobs in certain areas or sectors may decide to retrain (visit the National Careers Service pages of Gov.uk for information if you’re in England – there are similar services in Scotland, Wales and Northern Ireland).

“Whatever you do, don’t allow your confidence to be damaged by redundancy. Your role has been made redundant – you haven’t”

Start your own business?

Another option could be to start your own business, whether full time or as a “side hustle” (maybe to earn a few quid until you find a job). Reportedly, more than 680,000 new businesses were registered in 2019, yet with many redundancies expected and competition for jobs intense, previous UK business start-up records could be broken.

Whatever you decide to do, don’t allow your confidence to be damaged by redundancy. Your role has been made redundant – you haven’t. And if you’re angry – let it go. Stay positive. Use your time wisely. Focus on your strengths, experience and achievements. Network like crazy. Explore all of your available options. Have faith – and most of all – believe in yourself. You too can move on to bigger and better things.

• Written by Mark Williams, founder and content director of Dead Good Content, for Squarespace web design, coding and training specialists Manage My Website.