Negotiation starts before you and your opponent finally meet each other sitting at the same table.
Becoming a successful negotiator usually takes a lot of time and energy to get ready. Making a deal between different parties where each party gives up part of their demand - the main aim for negotiation.
In essence, negotiation skills are communication skills.
So with that in mind, here are some specific ways to make your negotiations a little more fun and a lot more successful.
Collect all the information you need about the opponent. Identify the issues or differences you wish to resolve. Prioritize them.
Check your professional side as well as the opponent.
Soft and hard skills, attitude in partnership. The parties are rarely equal.
What are their limits and constraints? You have more power than you think. How to define? List your sources of strength
Check the personality of the opponent.
Personal features of the attitude which you should take notes of:
- What relationship do you now have with the other person?
- Can something be done to improve that relationship before negotiating?
- After agreement?
Create the contact zone as well.
The essential recommendations the opponent follows; topics of conversation that he willingly supports and his world overview as well. Define what objectives and behaviors the opponent may avoid.
Know his business style for negotiations.
Investigate the way the opponent forms partnerships. Find out about the ways of negotiations that are preferable for him: formal, manipulative, ideological.
Analyze the situations you possibly can get into during the negotiation process. Identify the other’s interests and priorities.
Opponents you will talk to may have different aims, world views, and objectives. Keep yourself ready for any confusion. Which issues should we talk about? Which should be avoided—or may be delayed to a later date?
What is the best time and place to negotiate? Can this matter wait for a better time, place, or hearing? You better set the deadline.
Choose neutral territory, since no one will have psychological or other advantages there.
Define the types of negotiation and conflicts. Ask yourself how to reach a compromise. Understand possible, unforeseen consequences.
There are three types: disposable, renewable, and long-term negotiations.
And two types of conflicts: the settlement of relations and the allocation of resources such as money, property, or products. Analysis of the situation will allow you to choose the right strategy.
Cut a deal between different parties where each party giv es up part of their demand - the main reason for negotiation. Most negotiations are settled through compromise and concession.
The best way to reach a committed agreement is by jointly searching for and finding mutual gain solutions that resolve differences and problems. Write down some Both-Win ideas before entering the meeting.
Rehearse your negotiation speech or plan and choose the way of the negotiation process: formal, manipulative, ideological.
The checklist above assures that you will ask yourself important questions. It covers many of the salient points that in the end determine whether your negotiating session will go well. The value of the checklist is that, in the rush to negotiate, some of these points may well escape our attention and lead us to needless resistance or a failed agreement.