Which Negotiation Style Will Get You the Best Deal?

Since early humans began using the barter system, negotiation has always been a part of business strategy. So who gets the better deal — the strongman or the nice guy? We'll go over the pros and cons of a few different approaches so you can choose the most effective tactics for your upcoming negotiation.

"Let's Meet in the Middle"

Most people in business take the offer-concession approach to negotiation. You throw out a number that's slightly better than you're really willing to accept, your partner does the same, and you agree somewhere in the middle. This strategy signals that both sides have compromised.

The offer-concession approach can play out in a few different ways. If your partner's first offer is too aggressive, it could mean that they're unwilling to compromise. In that case, you'll need to play hardball, too. On the other hand, if they come in with a reasonable request, they're looking for a win-win, and you only need to haggle over the details.

Before you head into the negotiation, decide on your style ahead of time. A good rule of thumb is to match your partner's energy.

"I'm Only Asking for What's Fair"

In some cases, you may want to turn the offer-concession approach on its head. Rather than the elaborate song-and-dance of compromise, you could come in with a straightforward request for a fair market deal.

To employ this strategy, you'll need to do your homework. Get a few competitor quotes and do some online research to determine the going rate for the goods or services you're seeking. Then, lay the proposals out on the table along with your ask. You won't need to justify your request; it's right there in black and white.

This approach can sometimes throw your partner off their game. Instead of meeting in the middle, they'll be on the defensive if they want to charge more than your fair price.

Getting to Yes

In 1981, Roger Fisher and William Ury redefined contract negotiations with their landmark book, Getting to Yes: Negotiating Agreement Without Giving In. This unique approach jettisons the idea of winners and losers and encourages parties to collaborate. Think this non-confrontational style will work with your partner? Over the years, these concepts have been continually revised and updated. Harvard Law School has broken down the approach into six easy-to-follow steps. First among them: separate the people from the problem.

Control the Contract

Whichever strategy you choose, you should always volunteer to be the one to take notes and draw up the broad strokes of the agreement. Come back to your partner with a well-crafted contract that captures all of their top concerns and priorities. For extra polish, merge PDF​ files together before sending the final document. This gives you another chance to show your professionalism and attention to detail by having all the information in one place.

Stay Flexible

As a business owner, you know how to adapt. So instead of rigidly choosing one negotiation style, evaluate every new relationship independently and tailor your approach to each partner's style and preference.

Joining your local chamber of commerce is a great way to share ideas with like-minded professionals.