There are basically three types of negotiation: day-to-day , which focus on daily issues and labor relations between employees. Commercials between the company and an outside firm, and legals that corresponding to formal negotiations and legally binding. When starting & open the negotiation it is advisable just watch and observe. It will be necessary the negotiation checklist because there are questions that must be answered before to start like these:
“What is the best we can get? What is the worst we can accept? What are the different points to treat? What is the best order to discuss these points? What do we want and what concessions can we give? Who is the responsible for the different stages of the negation? What special skills/ knowledge do individual members of the team have? How we going to maintain positive communication? Who will write the contract? What potential pressures do the members of the other team have?”
During negotiations there is always someone who sets the tone of the negotiations by presenting the principal points to address, the agenda. Keep in mind that new suggestions & proposals will emerge along the conversation and we must address them at the time with a positive, negative or neutral response. Also we can make a concession that consists in offer something to reach an agreement. There are different tactics and not always are used in an honest way.
If we want to make sure that we understood all points treated either we want to ask a clarification, it is advisable a checking understanding through questions like these: “Are you saying that…?. Could you explain in in more detail?. Could you be a little more specific?”. And finally we must summarizing & closing the negotiation with sections as: mark the close, progress of negotiation, summary of the main points, confirmation of agreements and call for a new meeting.
- Listen carefully.
- Imply flexibility.
- Make conditional offers such as “if you do this, we’ll do that”.
- Feel free to reject the other side’s first offer.
- Probe with questions like, “What would you think if we…”.
- Be prepared to talk away.
- Aim high.
- Do your research on the other party before the meeting.
- Make too many concessions at the beginning.
- Make your opening offer very rigid.
- Make the other party look stupid.
- Say “never”.
- Answer questions simply with a “yes” or “no”.
- Take things personally.
- Assume everybody will remember the assigned responsibilities.
Source of information:
Judge, Jeff. The job is yours.
Post written by Carmen Rafecas.