How to ace a negotiation?

Posted on October 25, 2025October 29, 2025 by Amar

Negotiation is a crucial skill that can accelerate your growth parth at your workplace. Companies are always making deals with other companies, governments, individuals and interested parties. So, if there is an individual who can crack deals in favor of the company, he/she would be a real asset to the company.When broken down into simple steps, negotiation seems like a piece of cake. But, it is not so. Negotiation is an art that requires a set of tools, and guidance from a veteran negotiator in order to master it. Remember that nobody is a born negotiator. It is a skill that is developed over time.

There are five vital ways in which you can ace any negotiation. Some of these are:

1) Relationships

In order to convince your opponent to let you have your way, you need to develop a bond with them. This can be done by asking them simple questions allowing them to reveal their plan. Maintaining a positive relationship with your opponent is necessary to get them to agree to your terms of the agreement. Remember, most of the times, business is converted because of the positive relationship between the two parties.

2) Plan

This is a crucial part of the negotiation. Without a plan, it will be difficult to close the deal. You need to have a thorough plan on the different scenarios that can pan out during the negotiation. Homework should be done on all the details and background about the opposite party, the industry price points, expectations and demands, etc. Being ready before a negotiation conversation is always better than an impromptu conversation, as you have better leveraging power with facts.

3) Goal

Always remember that the sole purpose of getting into a negotiation is not to have your way alone. There is a possibility that your opponent can throw in a surprise condition that may prove to be profitable to you. Therefore, set a goal as to how low you’re willing to go in terms of commercials based on the scope of work, man hours, timelines, expertise, etc. Then based on the circumstances, understand your opponent’s conditions and renegotiate, such that it is a win-win for both. Entering the negotiation with a solid goal in mind gives you a sense of direction through the process.

4) Pitch

If you’re unable to deliver a firm pitch in the beginning, you have already lost the battle. In order to ensure that you have the upper hand in the negotiation right from the start, draft a firm pitch that clearly describes your intentions, requirements, and your offerings. Be confident about it but, do not be arrogant. Your aim is to showcase confidence, not arrogance. Remember to perfect your pitch before your meeting with the right attitude and tone of voice.

5) Mental Preparation

You can gather all the vital information, plan the possible scenarios, have endless discussions with your team but, at the end of the day, if you’re not mentally prepared to ace this negotiation, then your chances of closing that deal are slim. Get into your zone – be tough, observant, and determined. Don’t get into a negotiation conversation with the mindset that you owe your opponent. You’re an equal partner in the deal and you should close the deal in a manner that favors both parties involved.

Negotiation is a valuable skill that can enable you to progress in your career at an enhanced pace. To do this, you can enroll for the negotiation program offered by WeSchool Bangalore and become a certified negotiator. In this program, a veteran negotiator will teach the various tools that are necessary in order to ace a negotiation. We also offer business management programs and corporate training in Bangalore.

Top 5 common negotiation mistakes and how to overcome them

Posted on October 25, 2025October 29, 2025 by Amar

Negotiation is a term that makes many of us uncomfortable and uneasy, but, excites the rest of the folk. Why is this a coveted skill? Why do some of us fear it and the rest embrace it? Veteran negotiators refer to negotiation as an art. They claim that anybody can become a skilled negotiator with the right set of tools. You need to use these tools repeatedly in real-life situations in order to crack critical deals. Before we learn the solution to the problem, we need to understand the problem in detail. Below are the top 5 common negotiation mistakes we have identified along with simple solutions for each of them:

Mistake #1: Lack of preparation

“Failing to prepare, is preparing to fail”

This popular quote by Benjamin Franklin holds true in negotiations. You need to be completely prepared to not only answer questions, but also ask questions on the subject. If you’re not completely prepared and if you mention incorrect information, your client won’t take you seriously and your credibility will be highly affected.

In case your entire team is present for the negotiation, you can have a mock negotiation session and decide which team member will discuss which point. This way you can present a united front during the negotiation.

Mistake #2: Lack of confidence

The effect of a negotiation conversation ends up with most people either fumbling, losing their trail of thought, feeling insecure or obligated, or at a loss as to how to participate in the conversation, thereby either saying something wrong, or not saying anything at all and maintaining silence.

Most of us relate to these emotions and actions during a negotiation. The root cause of all these emotions is the lack of confidence in such situations. We either tend to overlook a vital piece of information or we are overwhelmed by the magnitude of the deal. Due to these factors, our confidence levels tend to dip drastically during a negotiation.

In order to avoid such situations, you need to predict the favorable outcomes for both parties beforehand, identify your opponent’s weak points, and anticipate the sensitive subjects. When one is prepared with facts, figures and numbers, the confidence level boosts tremendously, as the ground work is already done and you feel prepared for the conversation. One can also gauge the kind of questions and terms the client may set during the negotiation. Having the counter responses for these before hand puts you at ease before the meeting, as you already know what you are going to discuss.

3) Brief listening skills

Veteran negotiators agree that the easiest way to lose a deal is by not listening to the other person and talking endlessly about your requirements. By speaking continuously without listening to your opponent, you are being aggressive and this quality can put off even the most voluntary client.

Consider negotiation as a conversation between your opponent and your team. Listen intently to the points made by your opponent and then put forward what you have to offer. This way, you can understand your opponent’s point of view and negotiate accordingly.

4) Revealing vulnerability

In a negotiation, it is imperative to stay calm and keep emotions in check. It is synonymous to a poker game. You shouldn’t reveal all your cards in the beginning itself. When you show a sign of weakness – impatience, overconfidence, irritation or even angst, your opponent can use it to their advantage. This can also affect your thought process of reaching an amicable decision.

In order to prevent ending up in such a situation, you need to take a few deep breaths, reflect on your points and then continue the negotiation. You can also request a short break to freshen up and take this time to think about your next step.

5) Hesitation to walk away

The primary concern most of us have while entering a negotiation is that we have to strike a deal, come what may. This mindset can stop us from tapping into our potential and obtaining the best deal for the organization. The desperation to close the deal can at times lead us to unfavorable situations.

You should never succumb to the opponent’s pressure and conclude the deal based on their terms entirely. Instead of settling for their offer, politely state a number that works for you and inform them that it will be difficult for you to go below that. You can also adjust and alter your deliverables according to the price the client is willing to pay during the negotiation. Sometimes, instead of reducing the fee, one can include more deliverables as part of negotiation. This ensures that the client receives more than what he asked for, and you still get the money you asked for.

If you are looking to master negotiation skills professionally, WeSchool Bangalore is one such business school that offers the Negotiation Program to working professionals, leaders, entrepreneurs and business owners. The 2-day program is conducted by veteran negotiator Mr. Abhay Dixit, who is an expert at the art of Negotiation. To know more about the the course details, click here.

10 Essential Skills to Negotiate Better: A Practical List

Posted on October 25, 2025December 6, 2025 by Amar

10 Essential Skills to Negotiate Better: A Practical List

Summary:
Negotiation is more than a career skill; it’s an everyday advantage. Whether you’re closing a deal, leading a team, or asking for a raise, the ability to negotiate confidently defines your success. This blog lists 10 essential skills to negotiate better, blending real-world strategies such as BATNA, anchoring, and MESOs with the psychological and emotional intelligence tools every professional must master.

Introduction

We negotiate daily, sometimes without realizing it. From convincing your team to adopt a new idea to settling client budgets, negotiation shapes both personal and professional wins. Yet, despite its frequency, few master the art fully.

The importance of negotiation skills extends beyond boardrooms; it’s how leaders influence outcomes, build trust, and create win-win partnerships. Whether you’re an emerging professional or a seasoned manager, learning the skills to negotiate better can transform your confidence, communication, and career trajectory.

Let’s explore ten proven skills that make the difference between average and exceptional negotiators.

Mastering Negotiation Skills: Definitions, Benefits, and Examples

What Are Negotiation Skills?

Negotiation skills are the abilities that enable two or more parties to reach agreements, manage conflicts, or find mutual value. These involve communication, problem-solving, emotional control, and strategic thinking.

Benefits of Negotiation Skills

Improved business relationships and client retention
Better salaries and contract terms
Enhanced leadership and collaboration within teams
Reduced workplace conflict through proactive communication

By strengthening these competencies, professionals not only achieve better results but also cultivate credibility and influence across the phases of negotiation from preparation to closing.

10 Essential Skills to Negotiate Better

1. BATNA (Best Alternative to a Negotiated Agreement)

Every skilled negotiator enters the room with a backup plan. BATNA means knowing your strongest alternative if the negotiation fails. It provides leverage, confidence, and clarity during discussions.

Example: Before entering a salary negotiation, research industry pay ranges and have an alternative job offer or project opportunity ready. This ensures you negotiate from strength, not desperation.

Tip: The stronger your BATNA, the less likely you are to accept unfavourable terms.

2. Patience and Emotional Control

Impatience is a deal-breaker. Skilled negotiators know that silence, pause, and timing can often be more persuasive than words. If an offer doesn’t align with your goals, stay calm, listen, and let the other party speak more.

Why it matters: Emotional discipline prevents impulsive concessions and helps maintain long-term professional relationships.

3. Avoid Ranges & Be Specific

Quoting a range like “10–15%” gives your counterpart the upper hand they’ll always aim for the lower end. Instead, provide a precise figure based on your valuation or cost research.

Example: Say, “Our fee is ₹50,000 for this scope,” not “₹45,000–₹55,000.”
Precision conveys confidence and anchors the conversation at your chosen point.

4. Enroll in a Negotiation Skills Program

Real mastery requires practice, not just reading techniques. Enrolling in a negotiation program from reputed business schools like Welingkar Executive Education (WeSchool) gives professionals hands-on exposure through live simulations.

Experienced mentors demonstrate real-world negotiation psychology, covering elements such as BATNA, MESOs, anchoring, and nonverbal persuasion, helping you internalize the theory through practical experience.

5. Active Listening and Empathy

Negotiation isn’t only about what you say, it’s about what you hear. Active listening means focusing entirely on the speaker, clarifying doubts, and summarizing key points. It helps uncover hidden needs and potential win-win zones.

Example: When a client objects to pricing, instead of reacting defensively, ask: “Can you tell me what specific part of the cost concerns you?” This not only diffuses tension but opens collaborative pathways.

Mastering active listening enhances rapport, prevents misunderstandings, and builds trust a critical component in every negotiation stage.

6. Anchoring: Setting the First Reference Point

Anchoring refers to establishing an initial number or condition that frames the rest of the negotiation. Human psychology tends to gravitate around that first figure.

Example: When pitching a service, quote your ideal rate first rather than waiting for the client’s estimate. Research from Harvard shows that anchoring effectively can improve outcomes by up to 20%.

However, remember: an unreasonable anchor may harm credibility. Combine anchoring with solid justification and data to make it persuasive.

7. Understand the 4 Stages of the Negotiation Process

Every effective negotiation follows four broad stages:

Preparation: Research objectives, alternatives, and counterpart motivations.
Opening: Establish tone, credibility, and rapport.
Bargaining: Exchange offers, concessions, and creative solutions.
Closing: Confirm terms, summarize agreements, and solidify trust.

Awareness of these 4 stages of negotiation process ensures structure, preventing discussions from derailing into emotion or ambiguity. Professionals trained in structured frameworks outperform ad-hoc negotiators by 35%, according to Indeed’s workplace data.

8. MESOs (Multiple Equivalent Simultaneous Offers)

Offering MESOs means presenting several equivalent proposals at once rather than one rigid offer. This creates flexibility and signals cooperation.

Example: When negotiating a partnership, propose:

Option A: Lower price, longer contract
Option B: Premium price, shorter term
Option C: Shared revenue model

This technique empowers both sides to explore value without confrontation. MESOs also uncover hidden preferences, expediting agreement and improving long-term satisfaction.

9. Self-Awareness and Stress Regulation

Can stress cause blind spots in negotiation? Definitely. Under pressure, negotiators experience tunnel vision and react emotionally. Self-awareness and stress regulation restore focus and improve reasoning.

How to build it:

Take deep breaths before responding to tough remarks.
Reframe conflict as collaboration.
Practice mindfulness or short mental breaks between sessions.

Research suggests that stress management helps negotiators identify better creative solutions and maintain composure even during high-stakes discussions.

10. Confidence, Ethics, and Long-Term Thinking

Confidence without ethics leads to manipulation; ethics without confidence leads to compromise. Great negotiators balance both. They focus on sustainable agreements, not just short-term wins.

Why it matters: Trust fuels repeat deals and professional reputation. Ethical negotiation aligns with WeSchool’s philosophy, building future leaders who win through integrity, not intimidation.

Remember: the goal isn’t to “win” every argument, it’s to build relationships that compound value.

Benefits of Negotiation Skills

Higher career growth: Employees with strong negotiation ability earn 10–20% more over time.
Improved leadership: Negotiation is central to conflict resolution, persuasion, and transformational leadership.
Better teamwork: Negotiators resolve issues early, preventing escalation.
Confidence under pressure: Mastering these skills makes professionals more adaptable in dynamic business environments.

Why Negotiation Matters in 2025 and Beyond

In an AI-enabled workplace, human negotiation remains irreplaceable. Machines can process logic, but empathy, intuition, and persuasion are uniquely human.

The importance of negotiation will rise as hybrid teams, global collaboration, and digital communication reshape business culture. Those who learn how to influence across screens and time zones will define future leadership.

Negotiation isn’t just part of your job it’s your professional identity in motion.

Conclusion

Negotiation mastery is a continuous journey. Whether it’s defining your BATNA, setting anchors, or managing emotions under stress, each skill reinforces your confidence and credibility.

WeSchool’s Negotiation Skills Program empowers professionals to internalize these techniques through live practice, peer feedback, and expert guidance.

In today’s competitive environment, mastering the skills to negotiate better is not optional it’s essential. Your next breakthrough deal may not depend on chance, but on preparation and perspective.

FAQs

Q1. What are negotiation skills?

They’re interpersonal and strategic abilities used to reach agreements while maintaining relationships balancing persuasion, communication, and problem-solving.

Q2. How can I negotiate better at work?

Prepare thoroughly, define your goals, and listen actively. Use data and empathy to create mutual value rather than confrontation.

Q3. What is BATNA and why is it important?

It stands for Best Alternative to a Negotiated Agreement your backup plan if the deal doesn’t work out. A strong BATNA increases confidence.

Q4. How do you prepare for a negotiation?

Research market data, understand your counterpart’s interests, and outline possible trade-offs or MESOs to keep discussions flexible.

Q5. What is anchoring in negotiation?

Anchoring sets the initial reference point in a discussion. The first number or term influences the final outcome making preparation key.

Q6. How can I improve my active listening?

Focus entirely on the speaker, paraphrase their statements, and ask clarifying questions to show understanding and build rapport.

Q7. What are MESOs and when should I use them?

MESOs are Multiple Equivalent Simultaneous Offers, used when you want to propose several options to find mutual ground quickly.

Q8. How do I negotiate a higher salary?
Know your market value, quantify your impact, and approach discussions with data, not emotion. Always have a defined BATNA ready.

Q9. What negotiation tactics should I avoid?
Avoid aggression, deception, or over-promising. Sustainable negotiation relies on integrity and clarity.

Q10. Are negotiation skills learnable?
Yes. Through training, feedback, and practice, anyone can develop the mindset and structure needed to become a skilled negotiator.

What are the 7 Elements of Negotiation?

Posted on October 25, 2025 by Amar

What are the 7 Elements of Negotiation?

The art of negotiation is no longer a boardroom game or a heavy legal bargain. It has now firmly established itself as one of the essential skills in the everyday lives of all professionals. Whether you work in the HR and marketing team, supply chain management team, or data analysis team, negotiation is a silent yet dynamic companion in your journey to success. It doesn’t matter if you’re sealing a business collaboration, presenting a salary increment, or coordinating staff on tasks; negotiation is a skill that empowers you to navigate these situations with confidence and competence.

Not only can learning about the core structure of effective negotiation help you surge your results, but it also increases your ability to lead. In this blog, we will discuss the seven main elements of negotiation, their significance in the professional scenario, and how the programs at Welingkar Institute of Management Development and Research can assist you in developing this important attribute.

Why Learning Negotiation Matters Today

In today’s workplace, negotiation is not just an option; it’s a necessity. With global clients, dispersed teams, and dynamic roles, we are required to be cross-functional in our approach. Negotiation ensures that no one leaves a deal without a fair value, making your efforts in negotiation not just a process, but a means to ensure equitable outcomes.

Professionals in modern organizations are expected to be proactive, persuasive, and people-friendly. This is why business schools and executive programs are focusing on negotiation as a key component of leadership training. At Welingkar in Bangalore, negotiation courses are integrated into programs in HR, marketing, analytics, and general management, reflecting the dynamic and evolving nature of the professional landscape. Being influential and strategic is what business is all about, and negotiation is a key tool in achieving these goals.

The 7 Elements of Negotiation

Before delving into the details, it’s essential to recognize that these seven elements, initially defined in the Harvard Negotiation Project, are universally applicable. They can guide leaders, career changers, and practitioners in any field to engage in negotiations in a competent and organized manner. For instance, the principle of ‘Interests’ can help HR and marketing professionals reconcile the needs of a group with management demands. At the same time, ‘Options’ can enhance negotiation conditions in digital transformation projects, recruitment processes, or B2B marketing negotiations.

1. Interests

Interests are the driving force behind the positions. Whereas a message may say, ‘We require a 10% cut in the budget,’ the interest may be, ‘We have to demonstrate cost-effectiveness so that the board can approve it.’ Understanding interests helps establish empathy, shifts the focus of conversation to problem-solving, and ultimately leads to discovering win-win solutions.

This principle can also be applied by HR and marketing professionals to reconcile the needs of a group with management demands.

2. Options

For instance, in digital transformation projects, negotiators can seek multiple consequences rather than focusing on a single solution. This approach can lead to flexibility and inspire creativity, which are crucial in such dynamic projects. Similarly, in B2B marketing negotiations, negotiators can apply the same principle to avoid dogmatism and achieve more favorable outcomes.

An HR executive may seek inexpensive compensation schemes, and a marketer could provide time-varied delivery of a campaign, making it possible.

3. Alternatives (BATNA)

Your BATNA is your second choice. When you know this, you get power. When the price of a vendor is too high, and you have a good backup supplier, you can negotiate from a superior position.

Students at Welingkar who take the course on HR analytics often work on real-life case studies that apply BATNA to agencies in HR bargaining, labor contracts, or other performance management negotiations.

4. Legitimacy

Successful negotiation is backed by equitable, factual criteria, information, standards, legislation, and conventions. This aspect makes the results respected by everyone.

Evidence-based marketing establishes confidence, whether it’s through ROI data in marketing or employee retention rates. Individuals in business analytics recognize the importance of their profession and thus negotiate with authority.

5. Communication

Listening is 80 percent, and talking is 20 percent. Content is as much as tone, clarity, and body language. When negotiators are open and polite in their communication, they are more likely to reach a compromise more quickly.

Communication labs and peer review sessions at Welingkar Bangalore emphasize high-impact messaging as a crucial element in developing students’ leadership.

6. Relationship

Any negotiation that scores a winning deal at the expense of the relationship is short-sighted. A long-term collaboration relies on trust and respect. Whether you are recruiting talent, signing an influencer, or sourcing logistics partners, it is essential to maintain a strong relationship to ensure the continuity of success.

This is particularly concerning when working with the customer, as well as during HR functions and stakeholder alignment meetings.

7. Commitment

What have both parties promised to do? Even the well-bargained deals are insufficient without featuring clear commitments. It has to be described in terms of timelines, deliverables, and responsibilities. Made commitments are powerful in that they eliminate uncertainty and develop responsibilities.

Supply chain managers, operations leaders, and others use fully documented promises to prevent misunderstandings and slowdowns.

How to Strengthen Your Negotiation Skills

Like any other knowledge, negotiation can be enhanced by awareness and practice. The best route to learning involves role-playing exercises, simulations, feedback loops, and real-life applications.

In the Welingkar Institute of Management Development and Research, programs will aim to be immersive in terms of learning the following:

Conflict resolution
Business communication
Leadership labs
Group negotiation projects

Such experiential training can help professionals in various fields, such as HR, analytics, and operations, not only gain knowledge but also develop the courage and empathy to apply it effectively.

How to Choose the Right Negotiation Program

At this point, you have decided that you want to develop your skillset, so what program should you choose?

Identify a curriculum that combines simulation and theory
Select institutions with proven engagement of leaders and people development
Emphasize practical education with exposure to industry

All these can be crossed off courtesy of the executive education programs of Welingkar Bangalore, which are offered in flexible formats targeted at working professionals. Negotiation runs in Welingkarean blood – whether it’s a marketing transformation program, an HR analytics program, or a leadership stream you’re in.

Conclusion

The art of negotiation has nothing to do with tricks; it involves people, value creation, and purpose. Each of these seven pieces provides you with the structure to navigate difficult conversations, align stakeholders, and achieve the outcomes that matter.

Negotiation is your advantage in a working environment that favors innovation, information, and people interaction. Construct it purposefully, and allow this vehicle to take you through your career.

Sharpen your negotiation and leadership skills with executive education at the Welingkar Institute of Management Development and Research.

FAQs

Why is negotiation an essential leadership skill?

Negotiation enables leaders to play a crucial role in influencing outcomes, leading teams, resolving conflicts, and establishing trust; therefore, it is a must-have in business.

Does Welingkar offer negotiation training in its courses?

Yes, negotiation skills are incorporated into all management courses taught at the Welingkar Institute of Management Development and Research, particularly in areas such as leadership, HR, and strategy.

How can mid-career professionals improve negotiation skills?

By participating in structured executive programs that involve combining theory, simulations, and industry cases. Welingkar is designed to be a home for professionals seeking to become smarter leaders.