Negotiation is a discourse between two or more parties intended to reach a beneficial outcome over one or more issues where a conflict exists. Negotiation is an interaction and process aimed to compromise and agree on matters of mutual interest.
Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationships with other parties and gain profit. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful.
Ten steps to success
Set your objectives
Identify the issues for all interested parties
Be mindful of your strengths and weaknesses
Set an attitude for your approach
Decide upon a strategy
Plan your bargaining position for each issue
Prepare your tactics
Plan your questions and evidence
Agree your alternatives
Set up for final bargaining models
What skills do I need?
Soft communication skills
Active and passive listening
Build rapport
Recognise signals of wiliness to move by your opponent
Recognise the value of a concession to your opponent
Recognise common ground
What tactics are available to me?
Allow your opponent to make the first offer
Stay close to your ideal model
Only give small concessions
Hold off large concessions until you really need to
Build rapport on common ground
Note provisional agreements so as not to forget them. Use them later as concessions.
Use fatigue to make quick agreements
Exaggerate the pain of a concession
Take adjournments
Cultivate a feeling of security
Discuss reason and logic, not dogma
What is an adjournment and how should you use them?
To allow time to consider agreement upon a proposal
To allow time to create a counter-proposal
To allow private time to align understanding within the negotiating team
To avoid pressure tactics
To reduce fatigue
What is the process of negotiation?
Prepare you case
Check all the facts that are available for the negotiation
Review current agreements, policies, laws, and rights
Work out what you need to agree
Decide on your key arguments
Design possible counter arguments
Describe your fallback position
Prepare your team
Have a pre-meeting
Choose a speaker
Choose a note taker
Agree tone / arguments / tactics / role
Manage the meeting
Do not disagree as a team in front of the opponent
Use adjournments
Steer the discussion to your strongest points
Look for offers / concessions / weaknesses
Keep a written record of agreements
Report back
Feedback to confidential stakeholders
Consult with confidential stakeholders before making a final agreement