Successful negotiation requires more than the savvy of any one business person; it takes preparation, practice and the right strategies.
Negotiators with success look beyond viewing situations as win/lose scenarios to find ways to meet both parties’ underlying interests. They are open to considering alternative solutions and are inventive when it comes to problem-solving techniques.
Prepare Beforehand
One of the greatest mistakes negotiators make is entering negotiations without sufficient preparation, leading to missed opportunities and unrealized value being left on the table, not to mention giving your counterpart enough room to take advantage of you.
Preparing for negotiations effectively begins by researching both parties involved – their interests and goals as well as market conditions and industry standards that might influence negotiations. You should also assess your own interests as well as potential solutions that might meet them.
An equally essential step in any negotiation is setting clear objectives and prioritizing goals. Understanding what you wish to gain from the negotiation, what is negotiable, and which items cannot be changed will keep you on the right path during negotiations. Furthermore, being creative when developing solutions specific to each situation gives more bargaining power during discussions; especially when dealing with complex matters that are inherently ambiguous.
Be Flexible
Negotiations requires flexibility; being adaptable helps both sides find solutions that benefit them both and ultimately leads to an amicable agreement. Being adaptable also enables trade-offs and compromises to take place more easily, and having a plan in case something goes amiss during negotiations will prevent frustration or caving in as things don’t go your way.
Effective negotiation requires being both clear and effective during the negotiation process. This involves clearly outlining your interests and needs while using assertive yet diplomatic language, listening attentively, and acknowledging all perspectives presented to you by other individuals. Furthermore, creating an atmosphere conducive to open communication and cooperation may help form positive relationships that could prove advantageous later.
Be Creative
Negotiation is like dancing – neither side holds all the cards, and both should be prepared to back off from their initial agenda – this is where creativity comes in!
Before going into any negotiation, it is wise to conduct extensive research on both parties involved. Doing this will enable you to gain a fuller understanding of their underlying interests and priorities as well as potential areas for compromise, as well as setting clear and reasonable goals for your negotiations process.
Negotiations is all about finding win-win solutions that benefit both parties involved; this creates value, builds relationships and pave the way for future collaborations. Through effective preparation, setting clear goals, communicating effectively, exploring win-win solutions, managing emotions effectively and problem-solving techniques you can become an effective negotiator and achieve positive business outcomes – so put on your dancing shoes and learn to negotiate like a pro! Catherine Tinsley of Georgetown McDonough’s Raffini Family Professor of Management is your expert guide to successfully negotiating like an expert! By Catherine Tinsley of Raffini Family Professor of Management Georgetown McDonough
Be Honest
Honesty is of utmost importance during negotiations. Being dishonest could result in numerous consequences, from killing the deal or damaging relationships to finding ways to fulfill both their wants and priorities as well as your own. Being honest allows you to reach agreement that meets both sides’ objectives while still remaining transparent with them.
People can sense when you are being deceptive or misleading; they also know when you are being fake.
Negotiation is a complex process that requires proper mindset, preparation, and creative problem-solving skills to master successfully. USF’s Office of Corporate Training and Professional Education can assist with this essential business skill and can assist in your mastering it – contact us now to get more information!