If you argue, fight, and contradict, you can sometimes win; but it will be an empty triumph because he will never obtain the good will of the opponent
Benjamin Franklin
To carry out a good negotiation with clients, suppliers, superiors, colleagues and collaborators, it is important to be observant, listen, be able to speak when necessary and be silent when it is necessary to do so, focus on the objective, be prudent, patient and above all, understand our ego and that of others.
In any organization, when we assume a command position, it is easy to imagine that we will have to make many decisions, however, what seems difficult to imagine is that part of what we achieve, if we aspire to higher positions, will have to do with the fundamental factor: effective negotiation.
Negotiating has to do with how we think in relation to obtaining something in exchange for the counterpart also receiving what they are interested in or need, it also implies the management of egos, emotions, patience and knowing how far it is possible to handle the push and pull; so that it culminates in an arrangement in which those involved are truly satisfied.
When to negotiate
The starting point is the question when do we seek to negotiate?
The answer from Dr. Michael Gibbs, renowned consultant and professor of negotiation, conflict resolution, leadership and business strategy at the University of California, Berkeley, Hass School of Business, is:
When he or those involved have something to gain. In this sense, those who are going to negotiate must be clear that this implies, above all, respect, knowing how to listen and working to find common ground.
How to negotiate
This seems simple, but today more than ever it has become difficult, because technology has caused many of us to make decisions, we want to solve them by phone or email, instead of conducting the negotiation in person.
When we do personal negotiation, we use techniques that we learn from experience and others we do intuitively, no matter how skilled we are, we can always improve.
Below, Professor Michael Gibbs, in a brilliant presentation, shows us what are the keys to effectively negotiate:
According to Dr. Gibbs, to conduct a successful negotiation, there are seven principles to consider:
1) Plan
Anticipating what one wants, but also what the other party wants and this requires working to know as much as possible about the other party, including their weaknesses and ours, as well as the tie points of those involved. Build scenarios with possible questions and answers and practice over and over again.
2) break the ice
On this, the principle of the affirmation is based: For me the most important place where I want to be at this moment is exactly here.
3) Gather information to establish affinities
You cannot negotiate unless you know some fundamental aspects of the counterparty. Through the background, experiences, and tastes of the other party, positive bonds can be established.
4) Get more information
You shouldn't be worried about saying, 'I don't understand, can you explain it again?'
5) Identify issues, positions and interests.
Why are we here and now negotiating, how the act of negotiating will help us, how it will help your clients, how it will help my company.
6) Look for differences and convergences
This has to do with reciprocity, so be prepared to give the other party something of value, in order to receive something in return.
7) Achieve proposal, agreement and reaffirmation of the deal
That is, to achieve a specific consensus that has to do with who, what, where and when.
Successful negotiators learn from experience, are persistent, have high expectations, build trust, listen to understand, and solve problems creatively.
Source
The art of negotiating. Executive World Magazine. January 2006, No. 321.
