When negotiating, how do you drive a hard bargain without burning important bridges? A key step is to make small talk beforehand. Don’t rush into your requests. You want to take time to introduce yourself, get to know your counterpart, and understand how he or she operates. This chitchat can relay crucial information about the other side’s interests that might help you later. It also helps establish a rapport, and sometimes even trust — one study found that students who were required to make small talk before a negotiation were significantly more likely to come to agreement than those who weren’t. The conversation doesn’t need to be personal. It can be about process — like how long the talks should take, and how the other side tries to involve stakeholders. This still gives you context that might prove useful.
Adapted from
“How to Negotiate Nicely Without Being a Pushover,” by Carolyn O'Hara.
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