hints for a successful negotiation
A good negotiation requires from
the negotiator some business technics that can be used for the best
results. Lets see some hints.
1 -Prepare yourself
It may seem obvious but many people don't realize its importance.
Get as much information as you can about the subject of negotiation
itself. Ask yourself some questions like:
Why do you want -or you need - to do this deal?
Why does the other side want to do it?
What is in it for both sides?
Work to get information that are good for you but for the other
part as well.If you have facts you get a position of strenght and
Decide what you want to achieve before you
Good negotiators know what they want before they enter any discussion
Make it clear that you have a "walking point" - that means
a point from which you may retire from negotiating instead of making
a bad deal.
Never make concessions beyond your "walking point". No
deal is always better than a bad deal.
3 - Search for a "win-win" scenario.
A successful negotiation sees opportunity for both sides win. For
example, in salary negotiation the employee wants a higher amount
than it is offered by the employer. You can search for some
cretive solution, like flexible work hours or daycare reimbursement.
4 - Treat the other person fairly
Many times a negotiation fails because one party feels that
the other party wasn't treating them fairly. It usualy happens when
personal opnion overcomes rational discussion.
Keep your head cool and treat the other person the way you'd like
to be treated.
5 -Get to a conclusion and a decision.
All the brilliant negotiation is meaningless without an
If the other side just can't get to a decision, as a negotiator
you should be prepared for it in advance. Make the decision part
of negotiation and map the hurdles that could delay a final agreement
and implementation of your goals.
Note: In many places the word "discusion"
may mean a verbal fight , but it really means to debate a point