At The Negotiation Club, we believe that negotiation is a skill best learned through experience and consistent practice. Our latest Student Negotiation Club session brought together students from across the globe to put their skills to the test with a unique twist—using tactics and techniques directly inspired by some of our most insightful podcast episodes. Here’s a breakdown of the tactics we practiced and the key takeaways you can use in your own negotiation practice.

Negotiation Tactics in Focus

"Parking" – Episode 5 with John Skinner

• Overview: The "Parking" tactic involves setting aside non-critical issues that arise during negotiation so that they don’t derail the main focus. This approach helps maintain momentum while ensuring minor points can be revisited if needed.
• Application Insight: In our session, this tactic was used to keep discussions on track when negotiations risked veering off-topic. The ability to park topics demonstrated how to prioritize effectively and maintain control over the flow of the conversation.

"Patience is Golden" – Episode 16 with Gene Killian

1. Overview: This tactic emphasises the importance of taking a measured approach, resisting the urge to rush, and gathering as much information as possible before making major decisions.
2. Application Insight: One participant used this tactic with the intent of controlling the pace of negotiation and creating space to gather insights. However, a notable learning moment was how excessive information-sharing can shift the focus from collecting data to giving away too much detail. The key takeaway? Balance patience with concise questioning to stay strategic.

"My Birthday" – Episode 14 with Fred Copestake

• Overview: Using personal elements, such as mentioning a birthday, can humanize the negotiation and potentially shift the tone. This tactic serves as a subtle influencer to create a warmer atmosphere and engage the other party on a personal level.
• Application Insight: When this tactic was deployed towards the end of a negotiation, it added an unexpected twist that shifted the dynamics, turning a potential deadlock into an opportunity for reciprocity. It underscored the power of introducing relatable, non-business elements at the right time to change the flow of a conversation.

"SWOT" – Episode 17 with Patrick Tinney

• Overview: This tactic leverages a strategic analysis framework (Strengths, Weaknesses, Opportunities, and Threats) to anticipate and respond to counterpart moves during negotiation.
• Application Insight: Applying SWOT in real-time required participants to think on their feet, evaluating not just their position but that of their counterpart. This approach proved valuable in maintaining a broader perspective and proactively preparing responses to potential challenges.

Key Takeaways for Negotiators

1. Balancing Information Exchange: The session highlighted a common pitfall when employing the "Patience is Golden" tactic: oversharing. It’s crucial to practice restraint and use patience strategically, focusing on gathering information rather than revealing too much too soon.

2. Using Personal Touches: The "My Birthday" tactic showcased the power of personal touches in negotiation. By strategically inserting relatable elements, negotiators can disarm the counterpart and potentially open new avenues for agreement. However, timing is key—deploy this tactic too early, and it may come off as disingenuous.

3. Effective Topic Management: "Parking" taught participants how to manage tangents without losing ground on the main negotiation. This skill is essential for avoiding unnecessary disputes and ensuring that primary objectives remain the focus.

4. Strategic Analysis in Action: Implementing the SWOT tactic in a live setting reinforced the importance of preparation and flexibility. Successful negotiators anticipate their counterpart’s moves, using a structured framework to guide real-time decision-making.

5. Feedback as a Growth Tool: One standout aspect of our practice sessions is the role of feedback. Observers noted that while tactics were well-chosen, execution and adjustments mid-negotiation were crucial for success. This iterative process of practicing, reviewing, and refining skills is what makes The Negotiation Club’s approach so impactful.

Final Thoughts

Negotiation is an evolving skill that grows sharper with practice. Our Student Negotiation Club sessions are not just about learning tactics but understanding how to apply them effectively. This latest meeting demonstrated that even seasoned tactics can yield different outcomes depending on their execution, timing, and adaptability. For aspiring negotiators, the lesson is clear: knowledge is only half the battle—practice and feedback complete the cycle of mastery!

Want to try these tactics out for yourself?

Become a Student Member and join us at our next Student Negotiation Club session and discover how practice can transform your negotiation approach.