The Negotiation Club
For many local businesses in Warwick and Warwickshire... negotiation is not an occasional event .... it’s part of daily commercial life.
- Pricing discussions,
- Supplier terms,
- Delivery arrangements,
- Payment schedules, and
- Scope changes ..... all involve negotiation, whether we label them as such or not.
But we rarely get the chance to practise these conversations in a safe environment.
It means we often lose quietly rather than dramatically.
Here are FIVE practical negotiation tips that local businesses can apply immediately ... or JOIN The WARWICK NEGOTIATION CLUB and get a little practice first.
Don’t Rush to Fill the SILENCE
One of the most common ways businesses lose ground in negotiations is by speaking too quickly after making a proposal.
SILENCE IS NOT REJECTION ... It is processing time!
Practise making a proposal and then staying quiet. Observe what happens next. Often, the other party will reveal information, ask a question, or make a counter-move that improves your position.
This is a skill that feels uncomfortable at first ... which is precisely why it needs practice.
SEPARATE PRICE from Everything Else
Price tends to dominate negotiations because it feels tangible and measurable. But many agreements improve without changing price at all.
Local businesses regularly gain value through:
- Free or reduced delivery
- Faster payment terms
- Longer contracts
- Improved volumes
- Reduced risk clauses
Practise negotiating multiple variables, even in simple discussions.
When price becomes the only lever, options disappear quickly.
Ask QUESTIONS Before You Defend Your Position
When challenged, many negotiators instinctively explain, justify, or defend. This often weakens their position.
Instead, practise responding with clarifying questions:
- “What’s driving that concern?”
- “How does that compare to your alternatives?”
- “What would make this workable for you?”
Questions slow the negotiation down and shift the conversation from positions to problem-solving.
Build CONFIDENCE Through Repetition, Not Preparation Alone
Preparation matters ... but preparation without practice rarely translates under pressure.
- Confidence comes from:
- Saying the words out loud
- Testing different responses
- Making mistakes and learning from them
- Receiving feedback from observers
This is why businesses that practise negotiations regularly tend to perform better, even when facing stronger or more experienced negotiators.
Treat NEGOTIATION as a BUSINESS SKILL, Not a Personality Trait
Negotiation is often misunderstood as something you are “good at” or “bad at”.
In reality, it is a set of observable behaviours:
- How you ask questions
- How you respond to pressure
- How you manage concessions
- How you close conversations
Like any business skill, these behaviours improve through deliberate practice ... not by reading advice alone.
