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Developing Good Negotiation Techniques
Although negotiation is a necessary part of life, it isn't the right solution
for every problem. Sometimes the timing isn't right or there's merely no need
for a negotiation because a simple conversation will resolve the conflict. The
trick to recognizing an opportunity for negotiation is sensing when
intervention will help both sides reach an agreement. Once you start tuning in
to the possibility of negotiation, once you understand that you don't have to
accept every situation as it is, you'll begin to recognize opportunities to
resolve a conflict, make a deal, obtain a better standing, or achieve desired
goals almost every day.
Build Ongoing Relationships
Since we tend to deal with the same people (parents, children, spouse,
coworkers, etc.), many negotiations repeat themselves over time. If you want to
build ongoing relationships, you must always try to achieve an outcome in your
negotiations that is agreeable to both parties. Otherwise the other party will
end up feeling upset or resentful and you will have damaged a potentially
long-term relationship in exchange for a short-term benefit.
The importance and priority of a relationship must be taken into account in any
negotiation that affects that relationship.
Bargain with Positions and Interests in Mind
As soon as you've identified an opportunity to negotiate, you must distinguish
between what someone wants-their position-and why they want it-their interest.
This will help you develop a workable negotiation strategy. If you are tuned in
to the interests of both parties, you'll be able to keep the big picture in
mind throughout the negotiation, which will help you achieve results that make
everyone happy.
Find the Middle Ground
It may seem, at first glance, that the acceptable approaches to negotiation are
to either yield or to compete. But doing things the same old way they've always
been done doesn't guarantee good results. Sometimes it's better to come up with
new ideas and open up unanticipated possibilities. It's all about expanding
your options and finding the middle ground.
Compromise is a good alternative to yielding or competing, and it also saves
face for both sides in a negotiation. Look for the middle ground that will
appeal to all parties.
Remember the Fairness Factor
In any situation, it's much easier for both parties to reach an amicable
solution if everyone feels the solution is fair. Do your best to establish and
maintain a logical, practical perspective so both sides can reach a common
middle ground.
Here's how: 1. Determine what is fair for both parties. 2. Address the motives
for using certain tactics. 3. Summarize how far you have come in the
negotiation. 4. Review common ground and areas of agreement. 5. Divide the
issue into parts. 6. Explore the best and worst alternatives to negotiating an
acceptable agreement.
Obtain Information for Conflict Resolution
As you work toward an agreement, make sure you detach the people from the
problem. It is not the people who need to be changed, it is the problem that
needs to be resolved. It's important to assess the information you have about
both parties so you can resolve the issue in a manner that is acceptable to
both sides. If you have the necessary information and you focus on the problem
at hand (not the people), common sense will prevail and your chance of
successful collaboration increases.
Wrapping It Up
No matter how much common sense you use, no matter how hard you strive for
common ground, deadlock will sometimes occur. Take a break. Allow both parties
to step away from the table to refocus. Then when both parties reconvene, focus
on the values they each contribute. Focus on your goal-successful
collaboration-instead of on the issue that caused the deadlock.
And once the issue is resolved or the deal is closed, don't forget to
celebrate, acknowledging the efforts of everyone involved!
Wilson Jones products that can help you stay organized and project a confident
image throughout your negotiations:
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