Fundo Escuro                                  


                   Some 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 with facts.
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 inspires confidence.

2 - Decide what you want to achieve before you begin
Good negotiators know what they want before they enter any discussion (see note)
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.
Many people usualy think of a negotiation as a kind of game. This means that if one part wins the other must lose.
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 agreement.
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 logicaly