Like it or not, negotiation is an integral part of our lives. Clinch the Deal- Negotiation strategies to get what you want by Manuj Desai dives into the realm of negotiation skills. Published by Indus Source Books, the book goes deep within the recesses of the human mind to understand the psychological processes involved in negotiation, and how one can use this understanding to well, clinch the deal!
Achieving clarity of thought is indispensable when it comes to negotiating. What is the mental preparedness that one needs to have prior to negotiation? Clinch the Deal takes you through the process that readies your mind for the task ahead.
Here are some of the questions that the book raises and answers. What is your need that you want to be fulfilled? How do you identify it correctly? How does agenda intersect with needs? As we all know, for implementing good negotiation strategies one needs to accept and be aware of the agendas of all the parties involved in a negotiation. Very often, we fail to even acknowledge that agendas exist! How can one look out for micro messages in a conversation that will help identify a persona’s agenda? Often, negotiation strategies fail to consider that human connections matter. And this means understanding the very complex psychology of human beings.
One of the things I learnt from Clinch The Deal is that the greater the clarity one has about ones needs in a situation, and the greater the information one can elicit of the dynamics of the situation, one is set to negotiate seamlessly! On reading carefully you will also glean some subtle tips that will enhance your negotiating skills. For instance, the importance of building a relationship prior to negotiation, or how to use anger wisely!
Most of the chapters are replete with practical tips. One of these that appealed the most to me- the quadrant analysis which puts people into different quadrants based on their behaviour and then gives tips on dealing with each of these quadrants. The latter part of the book elaborates on specific techniques that one can use in order to deal with different types of people as well as understand one’s own needs, personality and behaviour in a better manner.
I particularly admire the use of allegories in the book. This makes the point easy to understand and remember. For example, in order to elaborate on the point that one has better chances of winning if one is not negotiating with people who think similarly, the author draws the allegory of similar poles of a magnet repelling. Understanding some of the concepts that he illustrates via similar allegories, makes it easy to understand, and more importantly, easier to remember when you actually need to apply the technique!
Clinch the Deal will open new doors and windows in your thinking. It is a book that shows you why good negotiation skills are merely the tip of the iceberg. What lies beneath these is a humongous mass of thoughts, feelings, needs, agendas and emotions. It is important to have knowledge of these, if one has to negotiate well.
The author, Manuj Desai brings in his vast experience of the corporate world right into the book, which makes it relatable and easy to understand. There is a crisp summary at the end of each chapter which really hits the nail on the head!
If you really want to get the most of the book, my top tip would be- ruminate over it! Read it once and then revisit it by mentally rehearsing some practical scenarios that you can apply these techniques to. And before you know it, seamless negotiation will be a way of life! Go ahead and Clinch the Deal!
