your skills guide , - Negotiation Skills

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Like Chess, Negotiation Skills require a
Strategy

We all negotiate when we want to exchange something with another
party. Negotiation skills are required when you negotiate to buy a car,
ask for a salary increase, decide on a suitable time for an
appointment…etc.

Negotiation Techniques, What is your
next move?
Your negotiation techniques should depend on the subject which you
are negotiating. For example, business negotiation is usually complex
when compared to bargaining a used car deal. The business negotiation
requires contract, Letter of Intent, Non disclosure agreements…etc.

When you plan to negotiate something, your negotiation techniques
could make all the difference to decide on your negotiation strategy.
You will either adopt the Win-win or take no prisoners strategy.

Most of the negotiation techniques training courses that we attended
focused on 5 steps that you need to consider for your negotiation
techniques:

Prepare for your negotiation:

1. Before your start you negotiation, prepare written answers for the
following questions:

* What is the negotiation subject?
* What is the background that lead to this negotiation?
* Who you will negotiate you with? How senior? What is his or her
culture?
* What is their negotiation strategy?
* Are they a long term partner or short term seller?
* What are the goals of the negotiation?
* What is your resistance level for the price or conditions?
* On whose rules are you negotiating?
* Any hidden interests for the negotiators?

2. Plan you negotiation techniques strategy:

Once you have answers to the above questions, you can start planning
your negotiation strategy. Equipped with the above information, you can
anticipate any moves during the negotiation and re-act. You can also be
pro-active and lead the negotiation to achieve the goals you have set
above. Bottom line, think like a chess player. Good chess player can plan
20 moves ahead of their opponents.

3. Set the scene for the negotiation:

There are three main factors that affect any negotiation outcome:

* Time
* Information
* Power

You need to agree with the other party on the time frame for the
negotiation. Knowing how long it will take will help you avoid the time
pressure.

Agreeing on the information that will be used during the negotiation will
help you avoid surprises by the other party.

Knowing the power of your negotiator helps you neutralize it by
equating it with the same level of people who will attend from your side
to negotiate. Always negotiate with the person that has the full power
to make the decisions or calling the shots. For you, don’t go to a
negotiation session unless you have the full authority. Un-empowered
negotiators make their employers look weak.

Make sure that you exchange the above information in writing before
you start the negotiation process. This will give you time to clarify any
missing information from both sides.

4. Let the Negotiation techniques begin:

* The Win-Win negotiation strategy is what works best for business
negotiations. Consider these techniques when you are involved in a
negotiation session:
* Make the negotiation climate a trusting one: Avoid silly games and be
straight forward. Everyone tends is a smart person if he or she is
delegated to negotiate by his boss. The trusting environment helps the
Win-Win negotiation strategy.
* Offer a good gesture offer if you called for this negotiation.
Reciprocate a good gesture if it is offered to you.
* Avoid intimidation of your opponent unless you are aiming for Win-
Lose deal.
* Address the negotiation points and problems and not the
circumstances or personnel which lead to the conflict being negotiated.
* The initial offer usually is meant to start a negotiation process rather
than being the final offer. Avoid getting angry if you don’t like it. Aim
higher if you like it to get a better deal that you though. Maybe you have
not done your homework properly if the initial offer sounds too good to
be true!

5. Close the Deal:

A deal is a deal when it is in writing and signed. Move to seal a contract
as soon as both negotiation teams are happy with the win-win
compromise.

The above is what you would learn in any negotiation techniques
training. Negotiation is an important skill, but it is not hard to learn. It
just requires common sense! Of course, when you have an instructor,
the negotiation training will be more interactive and will take 3-5 days
course to teach you the negotiation skills.