Negotiation is an art that is learned and with practice the individual who does not have much skill and learns it becomes as good as people born with that gift.
What is negotiation? When do we have to put it into practice?
In the course of our lives we all have, in one way or another, to negotiate. From a baby who bargains for a toy to be bought, to the housewife who "bargains" in the market, to the unemployed who negotiates its liquidation, to two countries that negotiate trade agreements with each other.
There are many people who are what would be called a "born negotiator", who always knows how to get away with it in such a charming way that not only is he happy but the other parties too. There are other people who, not knowing how to negotiate, only make the other participants angry and all they can do is spoil what little there was. People who know how to negotiate their way through life are generally more successful and happier, the opposite of those who do not know and always allow abuses from others.
Negotiation is an art that is learned and with practice the individual who does not have much skill and learns it becomes as good as people born with that gift.
For a negotiation to exist there must be several elements: One, the interested parties Two the object or issue that originates the negotiation. Three: A final agreement.
In a negotiation each party seeks its own benefit when it comes to dialogue to close the deal, this can be a salary negotiation when receiving a job offer, a negotiation of a dad with his teenage daughter about the time of the return from the party, or a negotiation on the benefits that the companies involved in an alliance will receive.
In each negotiation each party takes a position and advocates it, the important thing is to make concessions to reach a mutual agreement.
The golden rules for trading are as follows:
- One: You must negotiate before closing the deal. If you agree to buy a product, after having paid, you tell the seller. Can't you give me a discount? Obviously we already know the answer. Two: We must seek the common good, that is, not be intransigent, because generally we must have a greater affection for the opposing party than for what is being negotiated, and if not, we must try to be the fairest possible.Three: Negotiation methods must lead to an intelligent and fair agreement for both parties.Four. An effective negotiation must improve the relationship between the parties, that is, that there should be no resentment because one person felt that the other party abused their position. Five: A good negotiation must be lasting,By this we mean that the negotiations must cover and foresee for the most part all the new points that will appear in the future in order to reach an agreement if situation A or situation B happens. One should not wait until there are new ones. situations to look for new agreements. However, there are many times that you cannot foresee all the future situations that may arise, so it is better to wait for them to happen and negotiate again. Six: We must see the common good, it is very common that in negotiations people assume positions and do not want to modify them even if they are for the common good because it involves a blow to your ego to give in. We must seek the common good and not take positions generated by pride that only cause that a fair agreement is not reached for anyone, and the relationship is damaged.(Nor for the one who takes the pose).
Broadly speaking, there are two types of negotiation. The friendly and uncompromising.
The friendly way of negotiating is one in which the participants are friends, or at least are treated in a friendly way. In the uncompromising way, the participants are adversaries, rivals, or worse, enemies.
In the friendly way to negotiate the final goal of each participant is to reach an agreement. In uncompromising form the ultimate goal is victory over the other parties.
In the friendly way of negotiating, the parties trust the negotiating parties. In the intransigent way the parties distrust the opposing parties.
In the friendly way of negotiating the parties easily change their stance, in the uncompromising way, the parties remain firm and immovable in their stance.
In the friendly way the parties make offers, in the uncompromising way the parties threaten.
In an amicable way the parties seek the answer that "the others" accept, in an uncompromising way the parties seek the answer that "only we accept" In an amicable way the parties yield to avoid pressure, in an intransigent way the parties seek press the other. To reach a fair agreement for all parties and a successful negotiation we must take into account that there are not only two solutions, mine and the other, we must use a lot of creativity because generally for a problem there are many solutions.
By listening to the other participants carefully what they need or like, we can somehow satisfy those needs, which for us may not involve a great sacrifice, and thus also make the other party yield in situations that concern us in a greater way.
