The process of negotiation involves giving and taking. This is why we have lots of people that believe they haven't mastered the art of negotiation as well as they want. Nevertheless, negotiation is something that we do every day. From the simplest of our actions to the most complex ones, negotiation is a recurrent factor in our day-to-day activities.

You might have read The Art of War, a highly influential and powerful monograph on military strategy written by Sun Tzu in the sixth century B.C. If you haven't read it, you have probably heard about it before. While the treatise focuses on military strategy, a lot of people do not know its tenets apply to the world of negotiation as well. Thus, we will highlight under this post some of its teachings and how they apply to business negotiations.

“The skillful strategist defeats the enemy without doing battle.”

This quote right here is like the foundation of Sun Tzu's dissertation. Interestingly, it is also the heart of almost all negotiations. The important question now is - how does it apply? Well, one of the most distinguishing qualities of successful negotiators is being strategic.

You have to develop strategies which you then apply based on the demands of every negotiation process. Strategic thinking does not only provide you the true key success in negotiations, it also boosts your confidence significantly. This is something that agencies that offer negotiation training never fail to impart to their students.

“Know the enemy and know yourself.”

Knowing your counterpart properly is always a game-changer. When you put yourself in the shoes of the other party and understand their needs and interests, you have already given yourself a competitive edge. Therefore, never fail to carry out intelligence gathering into the tactics and strategies of the other party, especially the ones they have used in the past. In addition, understand your strengths and weaknesses too. This will help you play your cards well so as not to make costly errors when the negotiation begins.

“He whose ranks are united in purpose will be victorious.”

Purpose is key in negotiations and this is what Sun Tzu is saying here. Define your objectives, consolidate the interests of your team, and make sure everyone on your team works towards a common goal.

“He who knows when he can fight and when he cannot will be victorious.”

This strategy highlights the essence of proper timing. When it comes to negotiations, timing is always a major player. Therefore, learn to act when the balance of power is in your favor while you wait, strengthen, and re-strategize when it is not in your favor.

"Therefore at first be shy as a maiden. When the enemy gives you an opening be swift as a hare and he will be unable to withstand you."

One of the best business practices of negotiation is patience and this is the message Sun Tzu is trying to pass across with this quote. Patience should be used as a precursor of the element of surprise. When you wait and seek the best opportunity to strike, you gain a competitive edge over your counterpart.

Therefore, when you exercise patience, do so as a way to understand the reasoning, concerns, and perspectives of the other party. This is why it is very necessary to cultivate the habit of listening attentively during a negotiation because the wisdom to act at the right time can only come by paying attention to the little details and exploiting the smallest of loopholes.

“Probe him and learn where his strength is abundant and where deficient.”

Finally, an inquisitive mind is a curious mind and a curious mind is a productive one. Therefore, learn to ask questions as a way of exploring the interests of the other party and measuring their strengths and weaknesses.