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An Overview on Negotiation
Let us first go through a real life situation to understand negotiation better
...
However you
very well know that your parents will never appreciate your staying away from
house at late nights and you don’t even want to miss the movie as well as the
company of your friends
...
The cost of the CD player was around $30,
but unfortunately he was not left with much cash
...
What would Tom do in such a situation?
The answer to all the above questions lies in a simple word “Negotiation”
...
It is a peaceful way of accomplishing things
without making anyone angry
...
Disputes in turn increase our stress and we feel restless
always
...
It is always wise to discuss among yourselves and reach to an alternative
best suited to all through negotiations
...
It is one
of the most effective ways to avoid conflicts and tensions
...
In a
layman’s language it is also termed as bargaining
...
You want to go for a movie but you know that your parents will never agree to
your decision
...
Probably you will spend the
coming weekend with your parents if they allow you today for the movie else
you will negotiate with your friends so that they agree for a noon
1
show
...
Your goal in this case is to go for a movie and you negotiate either with your
parents or friends to achieve the same
...
Negotiation is essential in corporates as well as personal lives to ensure peace
and happiness
...
Will you say a yes to
your boss just to please him? Your yes might make the boss happy then but
later you will land yourself in big trouble if you fail to submit it within the desired
time frame
...
Ask for some more time from your boss
or probably don’t make an exhaustive report
...
Negotiator
An individual representing an organization or a position who listens to all the
parties carefully and comes to a conclusion which is willingly acceptable to all
is called the negotiator
...
He needs to understand the situation and the parties well and decide something
which will benefit all
...
In such a situation,
where the negotiator is left with no choice, he must use his power to impose his
ideas on all, after all one can’t please everyone
...
2
Elements of Negotiation
Negotiation
↓
Process + Behaviour + Substance (Agenda)
Process- The way individuals negotiate with each other is called the
process of negotiation
...
Behaviour- How two parties behave with each other during the process
of negotiation is referred to as behaviour
...
Substance- There has to be an agenda on which individuals negotiate
...
In the first situation, going for the late
night movie was the agenda on which you wanted to negotiate with your
parents as well as your friends
...
3
Models of Negotiation
Negotiation is defined as a discussion among individuals to reach to a
conclusion acceptable to one and all
...
Sam wanted to purchase a mobile handset, he tried his level best to buy it at
the lowest possible rate and the shopkeeper also ensured that he could earn
his profits as well
...
Negotiation helps in reducing conflicts and disputes among each other
...
Let us go through various models of negotiation:
1
...
No body is at loss in this model and every one is
benefited out of the negotiation
...
Let us understand it with the help of an example:
Daniel wanted to buy a laptop but it was an expensive model
...
Initially
the shopkeeper was reluctant but after several rounds of discussions and
persuasion, he quoted a price best suited to him as well as Daniel
...
The negotiation also benefited the store
owner as he could earn his profits and also gained a loyal customer who
would come again in future
...
Win Lose Model - In this model one party wins and the other party loses
...
Please refer to the above example once again where Daniel wanted to
buy a laptop
...
Let us suppose Daniel could not even afford the
price quoted by the storeowner and requests him to further lower the
price
...
Thus after the
negotiation, Daniel would be satisfied but the shopkeeper wouldn’t
...
4
3
...
No party is benefited out of this model
...
Daniel would return empty handed and the store owner would obviously
not earn anything
...
No discussions help
...
Mike got selected with a multinational firm of repute
...
Case 1 - Sara quoted a salary to Mike, but Mike was not too pleased with
the figure
...
After discussions Sara came out with a figure acceptable to Mike and she
immediately released his offer letter
...
Mike also wanted to grab the
opportunity as it was his dream job and he was eyeing it for quite some
time now
...
Thus in this negotiation, Mike was not completely satisfied but Sara was
- A win lose negotiation
Case 3 - Mike declined the offer as the salary quoted by Sara did not
meet his expectations
...
-A lose lose model of negotiation
...
5
4
...
Let us understand it in detail
Every alphabet in this model signifies something:
R - Rapport
A - Analysis
D - Debate
P - Propose
A - Agreement
C - Close
R - Rapport: As the name suggests, it signifies the relation between
parties involved in negotiation
...
A - Analysis: One party must understand the second party well
...
The shopkeeper must understand the customer’s needs and pocket, in
the same way the customer mustn’t ignore the shopkeeper’s profits as
well
...
D - Debate: Nothing can be achieved without discussions
...
The
pros and cons of an idea are evaluated in this round
...
One must not lose
his temper in this round but remain calm and composed
...
Each
one tries his level best to come up with the best possible idea and reach
to a conclusion acceptable by all
...
C - Close: The negotiation is complete and individuals return back
satisfied
...
They must be comfortable with each
other and should not start the negotiation right away
...
The discussions must start with a warm smile and
greetings
...
Mike’s need is to grab the opportunity while Sara wants to
hire an employee for the organization
...
Mike and
Sara would debate with each other trying to get what they want
...
A - Both Mike and Sara would agree to each other, where both of them
would compromise to their best possible extent
...
7
ZOPA
A "Zone of Possible Agreement" (ZOPA--also called the "bargaining
range") exists if there is a potential agreement that would benefit both sides
more than their alternative options do
...
But if Mary will not go below
$7,000 and Fred will not go above $5,000, they do not have a zone of possible
agreement
...
This is the best course
of action that a party can pursue if no negotiated agreement is reached
...
Georgio is
willing to pay $6,950
...
If Fred will pay more
than Georgio (Mary's BATNA), she will sell to him
...
Likewise, if Fred has found another car he likes for $5,500,
then he won't pay more than that for Mary's car
...
So
Fred's BATNA is $5,500
...
However, parties often do not know their own BATNAs, and are even
less likely to know the other side's BATNA
...
This is explained more in the essay
on BATNAs
...
Shared uncertainties may also affect the parties' abilities to assess
potential agreements because the parties may be unrealistically optimistic or
pessimistic about the possibility of agreement or the value of alternative
options
...
In a distributive
(competitive) negotiation, in which the participants are trying to divide a "fixed
pie," it is more difficult to find mutually acceptable solutions as both sides want
to claim as much of the pie as possible
...
(there a win lose situation)
...
The best one can do--sometimes--is split the desired outcome in half
...
In the simplest case,
there is no ZOPA because both people want the full-time job and either they or
the boss is unwilling to offer them each a half time job instead
...
One person wins, the other loses
...
On the other hand, integrative negotiations involve creating value or "enlarging
the pie
...
In this case, the parties can combine their interests and trade
off among multiple issues to create joint value
...
In the
example above, if rewriting the job description could create an additional job,
then the distributive negotiation would change into an integrative negotiation
between the employer and the two potential employees
...
The ZOPA, in this case, exists when two
jobs are created and each applicant prefers a different one of the two
...
Negotiation refers to the discussions among
individuals evaluating the pros and cons of a situation and coming to an
alternative best suited to all
...
In simpler words, it is also called
as Bargaining
...
Let us go through the various
types of negotiation in detail:
Day to Day Negotiation at work place- Every day we negotiate
something or the other at the workplace either with our superiors or with
our fellow workers for the smooth flow of work
...
Negotiation between employee and superior- At the work place, an
employee has to negotiate with his superiors so that he is assigned the
responsibilities as per his interests and specialization
...
Sit with your boss and discuss
things with him
...
Do not accept it just because your boss
has told you to do so
...
It is better to negotiate at the first place to avoid
conflicts and misunderstandings later
...
If you are not getting what you deserve, you will never
enjoy your work
...
Negotiation between colleagues- Negotiation is essential among team
members to reduce the chances of disputes and conflicts
...
One should negotiate with his fellow workers and accept only
those responsibilities he feels he is best capable of doing
...
Negotiate with your team
10
members and accept the responsibilities willingly
...
When he takes a leave, you can help him in
the same way
...
People achieve what they
expect and hence misunderstandings and conflicts are reduced to a large
extent and the office becomes a better place to work
...
Two parties sit face to face across the table,
discuss issues between them and come to conditions acceptable to both
the parties
...
A
contract is signed by both the parties and they both have to adhere to its
terms and conditions
...
He was assigned the responsibility of buying bulk laptops
for the office employees from a vendor (supplier)
...
Cherry found the price was beyond the
company’s budget and thus sat with the vendor, negotiated the price with
him and finally both of them agreed to a price suitable to both
...
Commercial negotiation generally
involves an external party and thus a contract is essential so that no party
backs out later
...
Negotiations are essential at workplace so that everyone is satisfied and no
body feels left out or neglected
...
11
How to prepare for Win Win Negotiation in Corporates (5 or 10 m)
A discussion among individuals to reach to an alternative which involves the
interest of all the participants is termed as negotiation
...
In a win win negotiation both the two
parties are benefited and both of them get whatever they expect
...
2) Be specific about your expectation (What you want to achieve in the
negotiation) eg
...
4) Be honest and transparent
...
5) Be confident (have positive attitude)
6) Understand your second party well
...
8) Appropriate dressing
9) Learn to compromise (give and take)
10) Sign the contract (verbal agreement should be converted to written
agreement)
11) Go with positive or win win nego
...
Information gathering
Doc
...
Don’t attend
negotiations just for the sake of it
...
Check all the related websites and
gather as much information as you can
...
For expensive
items, it is always better to check a few shops before finalizing the
product
...
Never be in a rush
...
Do carry
all the necessary documents along with you at the time of negotiation,
you might need them
...
What is the outcome or what you want to achieve?
Don’t change your mind?
The purpose of the negotiation must be clear
...
Be focused and don’t change your mind quite often
...
If you have the caliber and
talent, you will definitely get what you want but it is important to have
realistic expectations
...
One should always be ready with an alternate plan
...
It might not work out sometimes
...
If you want to purchase a laptop and you have decided to ask for a
discount but you realize that the shopkeeper is a little reluctant to offer
the discount, don’t start fighting with him
...
You can
always ask for a laptop bag or probably some accessories
...
Lies and manipulations never help
...
Don’t hide anything from the other party
...
If you are honest with the second party, you will be at
peace and there is no need to worry at all
...
Never show your need and helplessness to anyone
...
A business deal might be very crucial for your promotion but the
second party must not come to know about this, otherwise he will try to
act pricy
...
Understand the second party well
...
You have to take into consideration his expectations
as well
...
One should try his level best to come to a conclusion which
would make both the parties happy
...
Don’t play with words; make sure you
carefully chose relevant words
...
There are other ways by which
13
you can show your displeasure
...
Be precise
and crisp in your speech
...
It
should not be too high and must be audible to all
...
Take care of your dressing as well
...
Don’t adopt a casual approach as the other person will
never take you seriously
...
An individual should learn to compromise to his best extent
possible
...
Remember you can’t get everything
...
For a win win
negotiation, it is better if the individuals try to adjust with each other and
decide on something best suited to all
...
Make sure that all the
necessary terms and conditions are mentioned clearly in the contract
...
Adopting a negative attitude will lead to negativity all around
...
Importance of Negotiation in Corporates
1) Avoid conflicts ( disagreement)
...
3) Nego with the vendor (have long term healthy relationship) for smooth
running of your business
4) Nego with superior
14
Negotiation is nothing but a discussion among individuals to find out an
alternative which takes into account the interest of all and nobody is at loss
...
Negotiation is essential in
corporates to avoid conflicts and improve the relations among the employees
...
Let us understand how negotiation is important at the work place:
The process of negotiation starts the moment an employee gets a selection call
from an organization
...
Every organization runs for earning profits and thus the HR Professional must
try to make the person join at the lowest possible salary but make sure you do
not offer him anything less than his previous salary
...
Even if he joins, he will not take his work seriously and the results would
be zero
...
Make him realize that money is not the only
criteria for selecting a job
...
The negotiation style plays an important role in corporates
...
Ensure that you are little tactful and do flash your trillion dollar smile
...
No way can you annoy the individual
...
An organization needs money to survive and take care of the
employees as well
...
A single penny saved
will help you and the organization later
...
Always sit with the vendor and quote a price little lower than you
intend to pay
...
Don’t be rude with your
vendor but be very confident and convincing
...
Try to convince the vendor at such a rate which would
benefit your organization and save money
...
Try your level best to close the deal
...
The terms and conditions must be discussed on an open forum and should be
signed in presence of both the parties so that no body backs out later
...
Remember negotiation
does not mean you have to shout on others, you need to be polite
...
If you are not comfortable with
any role, its better to decline it, rather than accepting something you are not
familiar with and losing interest later
...
If you know you will not be able to submit the project within the stipulated time
frame, tell your boss
...
Be straightforward
...
Be a little patient
...
Negotiations help to reduce conflicts at the work place
...
Negotiations help in finding an alternative which benefits all
...
He was a smart negotiator
...
He only accepted those responsibilities he knew he was
capable of doing
...
He was always well informed before going for any negotiation with
vendors, never lost his temper and always closed the deal in favour of the
organization
...
16
Importance of Negotiation in Daily Life
Conflict has never benefitted anyone, instead it adds to one’s tensions and
anxiety
...
Issues must not be dragged unnecessarily and efforts must be made to come
to a conclusion involving the interests of all
...
One should strive hard to negotiate with each other and consider the
needs, interests and expectations of all
...
It is not only the corporates where
negotiation is important but also in our daily life
...
Let us understand how negotiation is important in daily life:
Negotiation is essential in everyone’s family to maintain peace at home
...
Terren’s mother baked one of his favourite cakes but he had to share it with his
brother Peter as well
...
It was also a
win win situation for Terren as now he could relish his favourite cake
...
They spoiled the evening and got a good
scolding from their parents as well
...
The negotiation benefitted both of them and reduced the
chances of disputes between the two brothers
...
Every individual needs to save money
for the rainy days
...
One must try his
level best to negotiate with the second party to reduce the costs to the best
extent possible
...
Always remember the shop owner keeps a profit margin on almost all
selected products
...
Quote a price
17
little less than what he quotes but do not forget to calculate the shop owner’s
profits as well
...
Negotiation is important but do not forget to be polite and dignified
...
Discuss with the store owner
...
It is better if both the parties negotiate with each other and come to
a price which would satisfy both of them
...
The customer would afford to buy his product at a reasonable price and
the store owner would also manage to earn his profits
...
Negotiation reduces conflicts and improves the relation among
individuals
...
How would you feel if your next door neighbours don’t talk
to you? People can’t stay all alone
...
Don’t always
find fault in others
...
Don’t go and fight with him
...
Don’t get hyper or over react
...
An individual must learn the skills to an effective negotiation to lead a happy
and a peaceful life
...
Why to unnecessarily fight with each other and complicate issues?
Negotiation is essential for better bonding among individuals, lesser conflicts
and a happy life
...
Let us understand them in detail:
An individual before starting with the negotiation must be very clear with the
agenda (topic) of the negotiation
...
Try to find out more
about the competitor’s products or services
...
Before
purchasing, it is always better if you check out the prices of other brands as well
for instance Mont Blanc
...
Don’t go blank; the other party might fool you
...
The second party might ask you anything, you must be well prepared
to clear all their doubts and convince them
...
React sensibly - A good negotiator must react sensibly
...
If you are unhappy with the deal, show your
displeasure
...
One has to voice his opinions
...
Show your unhappiness to others
...
But make sure you are not rude; otherwise your job might be at risk
...
It is
not always that the other person will accept your suggestions in the first
attempt itself
...
Never be
in a hurry to close the deal
...
You might need something but never show your desperation
to anyone
...
Take
care of your facial expressions
...
Don’t start sweating
...
He was really very
happy as he was jobless for quite some time now
...
Greg tried his level best to negotiate
19
with the HR, but unfortunately the HR had already found that Greg was in dire
need of the job
...
Poor Greg had no option than
to accept it
...
Be dignified - One should maintain the decorum of the place and should
not stoop to any level for getting the best deal
...
Remember it is just a discussion, not a battle field
...
If you are not
satisfied with the deal, its better to quit rather than fighting and using
abusive languages
...
Don’t play with words or try to
confuse others
...
Be a good listener - Don’t jump to conclusions; instead listen to what the
other party offers
...
It’s okay to think about
your personal interests but don’t be mad for it
...
If you
don’t listen to others, they would obviously not respond to you
...
The store owner should also
understand the customer’s needs and pocket
...
Be reasonable - Don’t quote anything just for the sake of it
...
Don’t quote imaginary or unusually high figures
...
It will just be wastage of
time and no one would benefit out of it
...
Be
tactful and patient
...
20
Negotiation Techniques
Negotiation is referred to as the style of discussing things among individuals in
an effort to come to a conclusion satisfying all the parties involved
...
It is important how we negotiate with each other
...
Do not stoop too low to get a deal closed
...
One has to be extremely patient and
also understand the second party’s needs and interests as well
...
Let everyone speak their mind and decide something
which would favour one and all
...
Find out
even the minutest detail you think is important and you might
require at the time of negotiation
...
Remember the second party might ask you anything
...
She checked out the prices of
almost all the leading brands along with their features before going to the
outlet
...
Take good care of your posture as well as your body movements
...
While speaking, don’t look around or play with things
...
Don’t stammer in between or start sweating in front of others
...
Take care of
your dressing as well
...
If you
dress casually people will not take you seriously
...
One should be very specific what he wants
...
Be very
specific and clear
...
Don’t assume that the
other person can read your mind on his own
...
A mother will not feed her child unless and until he cries
...
If you are not satisfied with the deal, show your
21
displeasure to others
...
Be a patient listener
...
Think about their interest
and needs as well
...
Don’t jump to conclusions and never interfere when the
other person is speaking
...
Be realistic
...
Don’t quote anything just for the sake of it
...
Don’t ask for irrational discounts
...
It’s nothing
bad to think about your personal interests, but one should not be mad for
it
...
Don’t be in a hurry to close the deal
...
Make sure you are deciding something which would
be a win win situation for all
...
Too much of pleading and persuasion result in a
big zero and no conclusion can be drawn out of it
...
An individual has to compromise
sometimes to come to an output
...
Everyone needs to compromise sometimes or the other
...
Communication is also important in negotiation
...
One should not confuse others
...
Don’t use derogatory or lewd remarks
against anyone
...
It’s
always better to sign agreements in the presence of both the parties for
better transparency
...
22
Challenges for an Effective Negotiation
When individuals find it difficult to adjust with each other, the best way is to sit
together and discuss among themselves and adopt the middle path
...
Negotiation takes into account the personal interests of all
and helps individual to come to a common conclusion
...
If the boss assigns a target of 20 sales a month and the
team members find it unachievable, they should negotiate with their boss to
slightly lower their targets, rather than saying a yes to it
...
The
process of negotiation is designed to benefit all but sometimes it is little
difficult to reach to a conclusion and satisfy all
...
Let us study them in detail:
The biggest challenge to negotiation is when individuals are not ready
to understand the second party at all
...
Jim wanted to buy a shirt for himself
...
He quoted an
unusually low price and the store owner refused to sell the shirt
...
Nobody could get what they wanted
...
He
also has a family to look after and thus even his profits are important
...
For business
negotiation, you will definitely be appreciated if you save your
organization’s money but remember the other party is also doing
business
...
Lack of time is also a major challenge to effective negotiation
...
You need time to convince others
...
Analyze things carefully and
then only come to conclusions
...
Don’t
underestimate the second party
...
Check out even the smallest details before going for a negotiation
...
You need
to have valid answers for his questions
...
Every individual has
the right to express his views and one should not interfere in his speech
...
Sit with the
second party and make him realize how the deal would benefit you as
well as him
...
Carry all the necessary documents which you
might require at the time of negotiation
...
Never ever say anything which might hurt others
...
Don’t get too involved and over emotional
...
Avoid last minute changes as it result in confusions and
misunderstandings
...
Don’t change statements
every now and then
...
Being too rigid is one of the biggest challenges to an effective
negotiation
...
Compromise to your best extent possible
and don’t crib always
...
Only price is not important, other factors like quality, brand
name, durability must also be taken into consideration
...
Be a little sensible and understand things
...
Obviously no, the same goes with others as well
...
Don’t accept any terms and conditions without carefully
studying them
...
Keep your
ears and eyes open while negotiating
...
Don’t forget to make an eye contact with the person sitting on the other
side of the table
...
Be straightforward and crisp in your
communication
...
24
Role of Communication in Negotiation
Communication plays an important role in negotiation
...
How is an effective discussion possible ?
Only through communication
...
The better the communication is the better the negotiation would
be
...
One needs to
have excellent communication skills for a healthy and an effective discussion
...
The other person will never come to know about your thoughts and
ideas unless and until you share it with them
...
Lot depends on how you speak
...
Be careful about your words
...
Understand the power of
speech
...
Don’t speak just for
the sake of it
...
One must speak clearly what he expects from the other person
...
Your thoughts and ideas must be expressed
clearly for others to understand well
...
Ben wanted to purchase a pen for himself
...
Ben wanted him to
reduce the price of the pen
...
He kept on
cribbing and pleading which further irritated the shopkeeper and he refused to
further entertain Ben
...
Had he spoken clearly and explained
the shopkeeper as to why the price of the pen should be a litter lesser than what
he had quoted, the pen would have been his
...
25
Effective communication is important in salary negotiations as well
...
If you want
your salary to be more than what he has quoted, mention it very clearly but
politely
...
There is
nothing to be afraid of; even the organization needs talented people like you
...
Your style, your accent, your pronunciations are also
important
...
If you are not
satisfied with the offer, it’s better to decline it but in a very polite way
...
An effective communication is of prime importance in business deals
also
...
It’s always
better to depend on written modes of communication like emails, letters,
documents or agreements for better reliability
...
It is
considered highly unprofessional
...
Always remember
battles can be won just by being decent and polite
...
Speak slowly and convincingly in a tone audible to one and all
...
The other person must understand your
speech
...
It’s unethical to speak ill or insult
anyone just for a deal
...
Non verbal communication also plays an important role in an effective
negotiation
...
Please go through the below example for a better clarity: If you come across a
person who is nervous, sweating unnecessarily and fiddling with things around,
will you entertain such a person?
Obviously No
...
If they come to
know that you are nervous, they would definitely try to sit on your head and the
deal would never be in your favour
...
You might need the job badly but don’t let the other person know
about it
...
Whenever you are
going for a negotiation, don’t forget to carry your smile
...
Exchange
greetings and compliments to break the ice
...
It shows your confidence and strong will power
...
Concentrate on the negotiation and don’t look here and there
...
You just have to be very clear about your
expectations and interests; express the same clearly, convince the other party
and come to something acceptable to both
...
Be very polite in your speech, involve everyone in
the discussion and decide in the favour of all the participants for an
effective negotiation
...
A charming personality is the key to an effective
negotiation
...
During negotiations an individual must try to be himself
...
If you are not satisfied with the
deal, do not pretend that you are happy
...
Be normal and relax, things will
automatically fall into place
...
Sincerity
is one of the most important personality traits required in negotiation
...
Don’t take things casually
...
For a business deal, try to study
everything related to the deal beforehand
...
Carry all the related documents which you
might require at the time of negotiation
...
Be honest
...
During negotiations, honesty plays an
important role
...
Don’t speak unnecessary lies just for some money
...
Don’t worry; you will definitely get what you
deserve
...
He is not a fool
doing business
...
It’s better if you ask for some discounts or
probably some additional accessories rather than reducing the price
which you know is little difficult for the shopkeeper
...
Our dressing plays
an important role in enhancing our personality
...
Remember the first
impression is the last impression and one has to be very careful about it
...
27
Jack went in a t shirt and denims for a business deal
...
Smart dressing does not mean
wearing expensive clothes; instead it is dressing appropriately according
to the occasion
...
People do look at your
shoes
...
It has been observed that impatient individuals are poor
negotiators
...
You need to convince him and that requires patience
...
Be flexible and learn to compromise
...
If you are the first one to
accept something, you will not become unimportant or lose anything,
instead the other person would look up to you and both of you will gain
whatever you want
...
Don’t
always find faults in others
...
One should not always think that the other
person would do harm to him
...
Don’t just come to the point,
start the conversation with a warm smile
...
Treat him as a friend
...
He is also representing his company just like
you
...
It will help in breaking the ice and
strengthening the bond between the two parties
...
Be professional in your approach
...
The minutes of the meeting must
be circulated among all the participants for better clarity
...
Don’t only rely on verbal communication
...
Listen to the
other party as well
...
Don’t think that the other person doesn’t know
anything; even he has come well prepared
...
If you go for a shopping, don’t ignore the
shop keeper, listen to him and then only decide what to purchase and
what not to
...
Being diplomatic does not mean being
clever
...
One needs to be intelligent
and should know what to speak and what not to speak
...
Don’t speak something because your
boss has asked you to do the same
...
If you feel your statements would sound foolish in
the particular situation, it is better not to speak
...
Lot of factors
influence the process of negotiation, our emotions being one of the major
factors
...
If one is in a happy mood, everything seems perfect and good to him
...
They take
keen interest in the negotiation and actively participate in discussions
...
They do not unnecessarily find faults in other people and always try
to take things in a positive way
...
Try to be cheerful always
...
Anger is one of the most negative emotions acting as a hurdle to an
effective negotiation
...
One’s anger must be kept
under control for an effective negotiation
...
Anger
only leads to conflicts and misunderstandings and does not solve any problem
...
Don’t say anything
which might hurt the other person
...
Take a pause and think will this anger benefit you?
One needs to be friendly with the second party
...
Everything has a limit and same goes with
friendship as well
...
Nadia knew Mac since childhood; Mac was working with a retail
outlet
...
Nadia and Mac were child hood friends and thus Nadia asked for
more discounts as compared to what originally is offered to the other customers
...
He
was really helpless and could not manage to offer Nadia the discounts she had
quoted
...
29
Friendship should be within a limit, otherwise unrealistic expectations
arise which are a little difficult to fulfill
...
A mind clouded with tensions can’t concentrate
on anything and eventually one loses focus
...
We all know that tensions come uninvited, but it would be wise, if
you keep the tensions on the back burner for some time when you are involved
in negotiation
...
Never lose your cool and shout on the
second party
...
Don’t take rash decisions and one should not interfere while the other person is
speaking
...
One should try and adopt a step by step approach
...
Take your time to convince the other party
but do not drag the conversation too long
...
Don’t stress yourself at the time of negotiation
...
Whatever has to
happen will definitely happen
...
It’s better to relax
and let things happen on their own
...
Unnecessary stress makes
you feel nervous and you tend to lose your confidence as well
...
Don’t develop a laid back attitude
...
Don’t sit in the negotiation just because
your boss has asked you to do the same
...
If you are not satisfied with
anything, express your displeasure
...
Avoid being clever
...
One should not fake
things or manipulate the truth
...
Be honest in your dealings
...
The second party is
also aware of what is happening around you and is well prepared just like you
...
An individual must not be too rigid
...
One should
avoid being adamant
...
Negative emotions only lead to negativity around
and trigger conflicts and misunderstandings among individuals
...
Whenever you are going for any negotiation make sure
you are not in a foul mood, otherwise you will definitely end up fighting with the
other person
...
Avoid being partial
...
30
Don’t ignore things just because you know the other person well
...
Paper work is important
and the documents must be signed in the presence of both the parties
...
He will not feel bad; instead
appreciate your professional approach
...
Negotiation is just a mere discussion to reach to a
common solution, nothing more
...
Keep your
emotions under control and just be normal
...
Individuals negotiate with each other and try to reach to
a solution satisfying all
...
Professionals must know how to negotiate well to successfully close deals,
avoid conflicts, better relations among the employees and making the
organization a better place to work
...
If you do not agree with your team
members, do not fight with them, it is always better to negotiate and find out a
solution which would make you as well as them happy
...
Let us go through some handy tips for professionals for a successful
negotiation
...
Remember if your company has chosen you for the
negotiation with an external party; they must have noticed some spark in
you
...
Accept the
challenge willingly; don’t accept anything out of fear
...
Go through all the relevant details carefully
...
If you
yourself are not clear with the details and facts, you would never be able
to convince the other party
...
Remember the other party would try hard to convince you and impose
their decisions on you
...
If
you are not in a mood to negotiate, it is always better to postpone it rather
than messing up things
...
A
professional needs to be confident enough to make his points clear in
front of the other party
...
Be intelligent enough to answer
all his questions
...
Be cautious - Be very careful with your paper work
...
Prepare the necessary agreements
and contracts well in advance and leave space for the terms and
conditions as well as signatures of both the parties
...
Avoid delays - One should always reach for business meetings on time
...
If the time for the negotiation is 10 am
make sure that you are there at 9
...
Time is precious for everyone
and one should make the best use of it
...
It is natural to be more concerned for one’s own things,
but one must not also ignore the other person’s interests as well
...
It is important that both the
parties are involved in a healthy discussion on an open forum and
evaluate the pros and cons of the plans carefully to decide something
which would be beneficial to all
...
Make sure
that everyone is happy after the negotiation
...
Don’t cheat anyone - One should be honest during negotiation
...
Don’t depend on guess works
or assumptions
...
It is unethical
to fake things or manipulate truth
...
You will not gain much
out of lies and dishonesty
...
An option is important
...
You never know which plan would click with
others
...
The agenda of the negotiation must be clear
...
Don’t ask for something which would
incur a loss to the other party
...
Don’t get too involved in the negotiation - Do learn to keep a control
on your emotions
...
Don’t
tend to ignore things just because you are dealing with your friend
...
Give
more priority to your work
...
Never insult anyone
...
That is
absolutely unacceptable
...
Don’t try to confuse
others
...
Use relevant
words
...
One should be careful about his pitch and tone as well
...
It must be audible to everyone
...
Don’t
try to wind up the negotiation quickly
...
Don’t drag the conversation too long - Once the conclusion is reached,
it’s better to close the deal
...
Make sure you don’t make the negotiation too monotonous otherwise the
parties will lose interest in the discussion
...
Express your opinions
at the time of discussion, rather than cribbing later
...
Don’t be rude to anyone
...
One should be comfortable with the second
party for a better negotiation
...
It’s better to ignore minor things
...
One should learn to compromise
sometimes and strive hard to come to a conclusion
...
Opt for a
noise free place
...
You can order
some snacks as well
...
If you have to deliver any
presentation, make sure it is properly downloaded in your laptop
...
It might embarrass you in
front of others
...
Prefer formals for the
desired impact