ABSOLUTE ASCENDANCY

Commencing operation . . .

Overview

Ever since playing a board game known as Twilight Imperium, I have become more intrigued with deal making, as it is an essential element to the game. I have found that giving people good deals early on tends to come back around later on to reward me, as far as Twilight Imperium is concerned. Anyway, in this article, I outline nine deal making techniques to keep you ahead of the game, whether it be at the table or in the business room. 

Nine Deal Making Techniques

1. Take the Prerogative
2. Be Specific
3. Avoid Blanket Offers
4. Use Emotions
5. Good Appearance
6. Maintain Composure
7. Moral Ground
8. Know Yourself and the Opposition
9. Be Genuine

1. Take the Prerogative 

Assuming it is yours for the taking. If you can get the first figure on the table, it then serves as an anchor point or benchmark for all other offers, assuming the amount is not outlandish.

He who strikes first wins.

Or at least has an advantage, as is the case for most things in life. Games in particular often grant the first player an inherent advantage.  

2. Be Specific

Be clear and specific with your terms when coming to the table with an offer. Ambiguity will only lead to misunderstanding and confusion. Do not use a price range, but rather give an exact figure. Keep it simple and remove the need for guesswork.

You also need to be specific with yourself what your ultimate priority is. Do you intend to forge a long term working relationship with the other party? If so, then you should be in the position to offer a bit more leverage with the negotiations and potentially give the other party a good deal.

If you are seeking pure profitability, then you can hold a firmer stance with your offer, and even refuse to compromise.

3. Avoid Blanket Offers

If you are selling in a scenario with multiple buyers, and it isn’t an auction, be specific and make an offer to a particular individual, rather than a blanket wide offer to the entire floor. At least in Twilight Imperium, I feel this approach works better when trying to sell something. Rather than saying something like;

“Does anyone want to buy War Sun technology” or “does anyone want to buy my votes?”

I would go with;

“Is Red interested in War Sun technology” or “does Blue want to buy my votes?”

Usually, I have found that the former approach is met with silence due to psychological factors.

People tend to avoid speaking up unless they are directly questioned.  

If you find yourself in the reverse of this situation, take the prerogative and make the first offer!

4. Use Emotions

While a lot of deal making may invariably involve facts and figures, remember that humans are first and foremost creatures of emotion. By keeping an awareness of the situation from a social perspective, you might be able to discover a point of leverage which may not have been available looking through the lens of logic.

5. Good Appearance

A good impression can go a long way in easing smooth negotiations. Dressing well and having a firm handshake all help towards this. If you look better than everyone else in the room, you are already one step ahead of the game.

6. Maintain Composure

In the same way that your outward image should be pristine, you should also aim to maintain your composure internally. Even if you are hit with unwelcome news, tough negotiators with bad offers, or unneeded distractions, you have to roll with the punches and weather the storm, all the while keeping your cool.

Losing your temper is the last thing you want to do, as this will often cause negotiations to fall into complete disarray, often leading to no deal.

7. Moral Ground

I do not like ripping people off and do not recommend anyone to conduct themselves in such a manner, as it will likely bite you later down the line. By all means, make firm offers, try and leverage the best outcome for yourself, but not at the expense of completely disregarding the other party. Resentment from others can spread faster than you might expect and leave your reputation in ruin. Conduct yourself in a morally acceptable manner, and you won’t go wrong.

8. Know Yourself and the Opposition

Knowing your position is essential, but if you can relate to where the other party is coming from, this will put you in a much stronger place when negotiating a deal. The idea is to have as much knowledge of your opponent as possible with them having as little knowledge of you. Information controls the tide of battle!

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

 ― Sun Tzu, The Art of War

9. Be Genuine

Remember, other people, are likely smarter than you perceive them to be. Putting on a front, or trying to fake your way through, will more often than not backfire. People can see through facades, so it is always better to be genuine when coming to the table, rather than pretending to be something you are not.

Operating under constant tension of holding up a front will invariably cause you to slip somewhere during the negotiation process, leaving you in an unsalvageable situation. Keep it real, and you will have no problems.

Conclusion

I sold one of the cars in my possession a week ago for a low price, to reflect the economic uncertainty the world currently faces. I gave the family who purchased the vehicle a good deal. The car was sitting on my driveway doing nothing, so better to make a sale than not. What was mostly useless to me was valuable to someone else.

One man’s trash is another man’s treasure.

When it came to the negotiation process, I stood my ground with the figure I provided. I refused to lower the price, despite numerous counteroffers. I did my research, and I knew the price was more than fair, and I had other potential prospects interested in the vehicle. I held power in this instance and therefore refused to back down until we agreed on my price.

Mission complete – Overlord Drakow signing out.