Negotiating is a complex, intense and sometimes difficult activity, but it is also a fascinating one since it allows us to get what we want by creating good relationships with other negotiators.
The strategy to manage a negotiation that benefits you most is built on five key principles that will teach you how to negotiate. To overcome the negotiator’s intuitive vision, you must create a structure and know in what spirit and attitude you will deal with the negotiation.
This is about following behaviour guidelines or rules of the game. therefore, if you do not prepare with these patterns, you will not know what to do to negotiate properly.
It is impossible to list all the negotiations that have failed because these rules were not followed as a basis. Many’s people habitual behaviours may seem good to you because they are common, but they are actually not. As we have already seen, there are many errors in the culture of negotiation.
The following points will allow you to structure the process and be more effective in your negotiations, respecting the secret of success:
- Prepare before you act.
- Create a good relationship before negotiating.
- Listen more, speak less.
- Substance before form.
- Learn through experience.
1. Prepare before you act
First of all, you have to prepare your plan before negotiating. However, you can also manage your preparation when the process is under way. In other words, when you are negotiating you can stop to improve your preparation and move forward with more resources.
2. Create a good relationship before negotiating
The idea that once prevailed in the business world that the other party is the enemy has passed into history. The other negotiator is not an enemy, but a potential partner, a partner in solutions. If he is indeed an enemy, it may be better to attack with the justice system.
3. Listen more, speak less
In general, we tend to think that being a good negotiator is synonymous with being a great speaker. However, a really good negotiator is one who knows how to listen. Some experts call this practice the art of silence and say that the most important thing to do when negotiating is to listen to what is not said.
4. Substance before form
Impatience can lead you to deal with the substance of the matter before other points that are more necessary at the time. It is essential that you know how you are going to communicate, etc. So don’t rush. Start working on the form first. You’ll get to the heart of the matter soon enough.
5. Learn through experience
Each negotiation is specific and unique, although they all have several points in common. In this process, which seems repetitive, overconfidence takes an important role.
If you have all these points into account, your ability to negotiate will transform you and make your ambitions, your desires and your business fulfil their maximum potential.