Negotiation is an interaction effort aimed at generating benefits. In all business negotiations, factors of different types are involved, the exploitation of which involves advantages or disadvantages.
Elements of the negotiation
- The subjects: On their own behalf - By delegation The object: Subject or topic The controversy: Negotiation instrument The agreement: With agreement - Without agreement
Negotiation Factors
Different types of factors affect all business negotiations, the exploitation of which involves advantages or disadvantages.
The negotiation
Factors influencing negotiation
Social skills are a set of behaviors emitted by an individual, in an interpersonal context, that expresses the feelings, attitudes, desires, opinions or rights of that individual in a way appropriate to the situation, respecting those behaviors in others and that generally, solves the immediate problems of the situation while minimizing the probability of future problems.
FEATURES
Social skills have almost become a necessity for personal and professional growth. Social skills are more labored in the world of work, and they usually tip the balance in favor of worker performance and efficiency.
Personal factors
INTERNAL "intrinsic"
Social and personal skills
The ability to dialogue and maneuver
The intuition
Empathy is the ability of a human being to understand the situations that someone else is experiencing or feel and put themselves in their place. It is also the ability to establish a good climate for interpersonal relationships.
Intuition is the ability of some people to anticipate ideas, feelings, or events that may occur.
The negotiation
Factors influencing negotiation
EXTERNAL
Culture: In the case of negotiations between people from different areas of the country, or even from different countries, you should initially have access to information related to the culture of these people, in order to avoid falling into situations that could be detrimental in our role of making a profit.
Time: Time is an important element in any negotiation process. If we can manage it, we will manage to control our anxiety and shape our alternatives.
- a) Reduction of available time b) Try to extend the available time.
Information:
The more information that can be gathered about the other party, the better the agreement will be. We must seek information from our adversary about his financial situation, his reputation as a negotiator, if he has internal problems, how he makes decisions.
Mastery Degree:
Power is the ability of an individual to make another person perform a certain action, which he would not have agreed to without the influence of the former.
Environment:
We must be able to persuade our opponent and make him see that the agreement we seek to reach is also beneficial to him. Empathy, furniture, place, terrain and context are bases for the success of the negotiation.
OTHERS
- ECONOMIC: Economic solvency of the client, the cost of the product being offered and the needs of the client. SOCIAL: This environment covers the criteria of each person, the environment in which they are developing the negotiation. POLITICAL: This environment focuses more on a more appropriate or correct way of negotiating, that is, this factor is greatly influenced by bureaucracy and morality to expose the points to be negotiated.
The Competitive Style: for very competitive situations in which some win and others lose, when the future of the relationship between the parties does not matter much but the result, that is, the result prevails over the relationship.
The Collaborative Style: for collaborative negotiations where both parties win, they need each other to achieve their results and they also want to preserve the relationship, in certain circumstances they make the profits greater than expected.
The Accommodating Style: in situations where the relationship prevails over the results, this makes it acceptable to lose first to obtain results in the future.
The Avoidance Style: when both parties think that it is not worth negotiating because the problems derived from the negotiation may be greater than the benefits obtained.
The Distributive Style: when the parties establish a quick, fair and balanced agreement on matters of mutual interest.
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