17.06.2019

How do you need to act to succeed in negotiations?

Any person time to time has to enter negotiations with a variety of people - colleagues, friends, neighbors, relatives ... in fact, and this is what we face daily. So what is the negotiation? First of all, the basics of sales and successful business. It is the ability to communicate with people that allows us to become who we are - an entrepreneur, an active communicator both in life and in work. We understand that the work of the C-level managers for more than 50% consists of negotiations, the success of which depends directly on the success of the company. In our article, we will talk about business negotiations, but this matrix can be applied to other areas of life.

Homework

Successful negotiation very often depends on diligence in gathering facts. The better-prepared party usually wins because the reasoning built on numbers and knowledge of details is more effective and convincing. It is critically important, before the start of negotiations, to understand what your opponent needs and how failure or complete defeat can turn out for him. Having a clear idea of motivation and what is at stake in you and him, you can better manage the process.

But, never think that you already know everything: there is never enough information.

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Planning

Nothing characterizes a professional as well as the ability to correctly plan, manage, and not waste your and other people's time. When you are preparing for negotiations, in addition to the "do not be late, put time on the parking and catch your breath," I advise to make yourself a negotiation plan. Yes, you will probably have to change it! But during the process, you will be able to mark for yourself the winning of a small battle: building relationships, gathering information, obtaining alternative options, setting price ranges and so on. Be sure to think of several possibilities "out of the box" in case you or your opponent go beyond the known, existing limitations. This can be useful for you if the negotiations come to a standstill or if the other side tries to revise the conditions substantially. Believe me, you can always do more.

Control

Control the situation. Take over the organization of the process. What will your talks look like: will they be held at a round table, in a restaurant, in your office? Who will participate? If you want to build a close relationship, it is worth making a one-on-one meeting in a comfortable, quiet place. If your goal is to demonstrate that you have alternatives, bring a lawyer to push. Interesting fact! Practice shows that the one who organizes the meeting achieves more significant success in negotiations.

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Keep Records

All results of the negotiations (even intermediate) need to be recorded. The protocol (key points, questions, decisions, plans, dissenting opinions, and the next steps) must be agreed with all participants, having received from them explicit confirmation or remarks. It often happens that you remember what your counterpart did not mean at all: the interpretation of what has been said between two people is always different. Do not allow this process to translate into a new long discussion. Otherwise, it may never end. If this happens, most likely, there is a hidden conflict or untapped interest behind it.

And give people positive emotions. For a great negotiator, this is a necessary quality. People should feel good next to you. And it will be transferred to your product or service.

With love,
Eridamis
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