You Negotiate Everyday – Anytime You Want Something From Someone And Anytime Someone Wants Something From You, You Are Negotiating.Negotiation is a skill we all subconsciously use throughout the day in both work and social situations. It is a process of bargaining during which two or more parties agree an outcome. But, in this instance, the intention is to look at “bigger picture” or “set piece” negotiations.
Negotiation is a complex communication process. There are two types of negotiation process that differ fundamentally in their approach:
the first is co-operative, or win/win these are characterised by open and empathetic communication and can be referred to as partnership agreements
the second is adversarial or win/lose in these each party attempts to maximise their gain and the other’s loss and agreements so produced are usually unstable.
You really should be striving towards a win/win outcome and this may well require some flexibility in your approach. You need to keep a positive attitude, be reasonable and want a successful outcome.
"The first offer is never the final offer.” Edward Levin
When negotiating use an agenda to keep the focus on your goals and the discussions on track; pay attention to detail – negotiations depend on clear communication as misunderstandings are potential time-bombs.
|Steps of negotiation skills
Step one - Prepare What do you want?
LIST your objectives and their objectives
Those you INTEND to get
Those you MUST get
Step Two - Debate What do you want?
Don’t argue, interrupt or assume
Step Three -Propose What wants can we trade?
Search for common interests
Use positive body language
Step Four- Bargain What wants can we trade?
Key words are IF and THEN
Start making concession:
Every concession should have a condition (IF you … THEN I will … )
Conserve your concessions - don’t give everything away too soon
You don’t have to share every piece of information with the opposing side!
Don’t be afraid to say no
Step Five Agree
Usually final concession :“IF you do that, THEN we have a deal!”
Record and agree results
Pragmatic (Street Fighter)
Straight To The Facts
Likes To Be In Charge
Extrovert (Den Mother)
No Sense Of Time
Seeks Root Causes
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