| Negotiation Techniques, What is your next move? |
Your negotiation techniques should depend on the subject
which you are negotiating. For example, business negotiation is
usually complex when compared to bargaining a used car deal.
The business negotiation requires contract, Letter of Intent,
Non disclosure agreements…etc.
When you plan to negotiate something, your negotiation
techniques could make all the difference to decide on your
negotiation strategy. You will either adopt the Win-win or take
no prisoners strategy.
Most of the negotiation techniques training courses that we
attended focused on 5 steps that you need to consider for your
negotiation techniques:
Prepare for your negotiation:
1. Before your start you negotiation, prepare written answers
for the following questions:
* What is the negotiation subject?
* What is the background that lead to this negotiation?
* Who you will negotiate you with? How senior? What is his or
her culture?
* What is their negotiation strategy?
* Are they a long term partner or short term seller?
* What are the goals of the negotiation?
* What is your resistance level for the price or conditions?
* On whose rules are you negotiating?
* Any hidden interests for the negotiators?
2. Plan you negotiation techniques strategy:
Once you have answers to the above questions, you can start
planning your negotiation strategy. Equipped with the above
information, you can anticipate any moves during the
negotiation and re-act. You can also be pro-active and lead the
negotiation to achieve the goals you have set above. Bottom
line, think like a chess player. Good chess player can plan 20
moves ahead of their opponents.
3. Set the scene for the negotiation:
There are three main factors that affect any negotiation
outcome:
* Time
* Information
* Power
You need to agree with the other party on the time frame for
the negotiation. Knowing how long it will take will help you
avoid the time pressure.
Agreeing on the information that will be used during the
negotiation will help you avoid surprises by the other party.
Knowing the power of your negotiator helps you neutralize it
by equating it with the same level of people who will attend
from your side to negotiate. Always negotiate with the person
that has the full power to make the decisions or calling the
shots. For you, don’t go to a negotiation session unless you
have the full authority. Un-empowered negotiators make their
employers look weak.
Make sure that you exchange the above information in writing
before you start the negotiation process. This will give you time
to clarify any missing information from both sides.
4. Let the Negotiation techniques begin:
* The Win-Win negotiation strategy is what works best for
business negotiations. Consider these techniques when you
are involved in a negotiation session:
* Make the negotiation climate a trusting one: Avoid silly
games and be straight forward. Everyone tends is a smart
person if he or she is delegated to negotiate by his boss. The
trusting environment helps the Win-Win negotiation strategy.
* Offer a good gesture offer if you called for this negotiation.
Reciprocate a good gesture if it is offered to you.
* Avoid intimidation of your opponent unless you are aiming for
Win-Lose deal.
* Address the negotiation points and problems and not the
circumstances or personnel which lead to the conflict being
negotiated.
* The initial offer usually is meant to start a negotiation
process rather than being the final offer. Avoid getting angry if
you don’t like it. Aim higher if you like it to get a better deal that
you though. Maybe you have not done your homework properly
if the initial offer sounds too good to be true!
5. Close the Deal:
A deal is a deal when it is in writing and signed. Move to seal a
contract as soon as both negotiation teams are happy with the
win-win compromise.
The above is what you would learn in any negotiation
techniques training. Negotiation is an important skill, but it is
not hard to learn. It just requires common sense! Of course,
when you have an instructor, the negotiation training will be
more interactive and will take 3-5 days course to teach you the
negotiation skills.
Return to the Negotiation Skills from the Negotiation
Techniques Page
which you are negotiating. For example, business negotiation is
usually complex when compared to bargaining a used car deal.
The business negotiation requires contract, Letter of Intent,
Non disclosure agreements…etc.
When you plan to negotiate something, your negotiation
techniques could make all the difference to decide on your
negotiation strategy. You will either adopt the Win-win or take
no prisoners strategy.
Most of the negotiation techniques training courses that we
attended focused on 5 steps that you need to consider for your
negotiation techniques:
Prepare for your negotiation:
1. Before your start you negotiation, prepare written answers
for the following questions:
* What is the negotiation subject?
* What is the background that lead to this negotiation?
* Who you will negotiate you with? How senior? What is his or
her culture?
* What is their negotiation strategy?
* Are they a long term partner or short term seller?
* What are the goals of the negotiation?
* What is your resistance level for the price or conditions?
* On whose rules are you negotiating?
* Any hidden interests for the negotiators?
2. Plan you negotiation techniques strategy:
Once you have answers to the above questions, you can start
planning your negotiation strategy. Equipped with the above
information, you can anticipate any moves during the
negotiation and re-act. You can also be pro-active and lead the
negotiation to achieve the goals you have set above. Bottom
line, think like a chess player. Good chess player can plan 20
moves ahead of their opponents.
3. Set the scene for the negotiation:
There are three main factors that affect any negotiation
outcome:
* Time
* Information
* Power
You need to agree with the other party on the time frame for
the negotiation. Knowing how long it will take will help you
avoid the time pressure.
Agreeing on the information that will be used during the
negotiation will help you avoid surprises by the other party.
Knowing the power of your negotiator helps you neutralize it
by equating it with the same level of people who will attend
from your side to negotiate. Always negotiate with the person
that has the full power to make the decisions or calling the
shots. For you, don’t go to a negotiation session unless you
have the full authority. Un-empowered negotiators make their
employers look weak.
Make sure that you exchange the above information in writing
before you start the negotiation process. This will give you time
to clarify any missing information from both sides.
4. Let the Negotiation techniques begin:
* The Win-Win negotiation strategy is what works best for
business negotiations. Consider these techniques when you
are involved in a negotiation session:
* Make the negotiation climate a trusting one: Avoid silly
games and be straight forward. Everyone tends is a smart
person if he or she is delegated to negotiate by his boss. The
trusting environment helps the Win-Win negotiation strategy.
* Offer a good gesture offer if you called for this negotiation.
Reciprocate a good gesture if it is offered to you.
* Avoid intimidation of your opponent unless you are aiming for
Win-Lose deal.
* Address the negotiation points and problems and not the
circumstances or personnel which lead to the conflict being
negotiated.
* The initial offer usually is meant to start a negotiation
process rather than being the final offer. Avoid getting angry if
you don’t like it. Aim higher if you like it to get a better deal that
you though. Maybe you have not done your homework properly
if the initial offer sounds too good to be true!
5. Close the Deal:
A deal is a deal when it is in writing and signed. Move to seal a
contract as soon as both negotiation teams are happy with the
win-win compromise.
The above is what you would learn in any negotiation
techniques training. Negotiation is an important skill, but it is
not hard to learn. It just requires common sense! Of course,
when you have an instructor, the negotiation training will be
more interactive and will take 3-5 days course to teach you the
negotiation skills.
Return to the Negotiation Skills from the Negotiation
Techniques Page
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
| |
 |
