From the first days of life, we have to argue and negotiate. First with parents, then with classmates, hiring specialists, colleagues, partners, etc. Our present and future depend on negotiations. However, not everyone has innate skills, so they have to be developed, which is pretty doable.
At Cosmitto, we believe it is imperative to consider any negotiation opportunities so we decided to provide some guidelines to help you become a better negotiator.
Winner’s Skills
Negotiations are not a series of concessions and compromises, but a purposeful movement towards achieving specific goals. What is a successful negotiation? A good result is considered if you:
did not hit a dead end and did not concede positions;
found out the opinion and interests of the opposite side;
conveyed their vision of the problem and outlined the range of their interests;
reached an acceptable conclusion;
preserved partner relationships.
You need to know how negotiations work, what is an effective algorithm for conducting them, how to profitably reformat the counter-proposal of the second party and avoid common mistakes. It is necessary to learn to listen in order to understand the arguments of the interlocutor, without being distracted by sometimes offensive remarks, to be sensitive to body language, gestures, facial expressions, intonation, etc. In order to succeed in negotiations, you need to go through some expert prep.
1.Be clear about what you intend to get from the negotiation. Make a detailed plan before you start.
2.State your arguments in writing.
3.Find out what your interlocutor is trying to achieve.
4.Establish a “red line” for concessions, beyond which you will not go under any circumstances.
5.Familiarize your counterpart with the situation, company values, and the prospects for your businesses in the event of a partnership.
6.Pay attention to “subtle” gestures.
7.Refrain from arguing and do not be distracted from the intended goal.
8.Offer your counterpart what they expect, but on your own terms.
9.Immediately record the agreements on each discussed item.
You need to fully understand the situation, get a clear idea of what is at stake, and explore all possible scenarios. Before you enter into negotiations, you must know exactly why the other party should consider your proposal. Consider alternatives. Set reasonable goals, but don’t be afraid to go a little further.
Don’t rush your opponent with a decision. They must accept it on their own. Establish and maintain a relationship of trust so that the other party feels heard and respected. Listen carefully. Mutual understanding of key issues will make it easier to find a solution that benefits everyone.
Look for a win-win solution for everybody. If necessary, you must be willing to compromise. Flexibility is sometimes the only way to get things done. Be prepared to give in. The hallmark of a strong negotiator is to overcome setbacks, perhaps give in and try a different, better approach.
Effective negotiation gives you the opportunity to fight for what you want, get what is fair for you, and even if the negotiations are unsuccessful, your voice will still be heard.
To see how these techniques work in specific situations, take a tutorial at Cosmitto. You will learn to behave professionally and with an open mind, which is the key that opens many doors.
