How to negotiate effectively

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HIM

YOU

Limit Ideal

Revised Ideal

3. The approach

There are four main stages of negotiation:

. Preparing objectives, information, strategy
. Discussing (argue) and signalling willingness to move
. Propose and bargain
. Close and agree

While preparing to the negotiation it is important not only to prepare supporting arguments but also to define objectives. Objectives should be realistic and attainable and have certain priorities. It is also necessary to investigate the opponent’s plans and priorities, which can be rather difficult.

The objectives should be classified basically as follows:

Like Ideal but least important
Intend Achievable, a range of possibilities
Must The real limit

Ideal

Limit

AREA OF NO DEAL

Like

Intend

Must

The general strategy for negotiation is to have a negotiating team of three people, who will also be involved in the preparation.

. Leader The person who will do the talking and conduct the negotiations
. Summariser The person who will ask questions and summarise for control
. Observer The person not involved in the actual negotiations, whose role is to watch, listen and record

80 % of the negotiating time is spent arguing. If it equals 100 % the negotiation will break down. There are two kinds of arguing:

. Reasonable and constructive Debates, discussions
. Unreasonable and destructive Emotional quarrels

The opponent may try to divert you by escaping into destructive behaviour.
In this case, your behaviour should be not to interrupt, but to listen and control your feelings. Even if the battle is won, the war can be lost.

A negotiator should be constructive in arguments and try to get information by asking open questions or even leading questions. One thing should be tackled at a time and the opponent should be made justify his case item by item.

It is important to be non-committal and to state only ideals at first.
Later, the information about the negotiator’s position can be given, and later alternative proposals can be made. Sometimes it is necessary to challenge the opponent, so that he demonstrates his strengths.

Negotiation means movement. It may be that both parties move on one issue.
It may be that each moves on different issue. The motive forces are twofold:

. Sanctions The penalty of not agreeing
. Incentives The benefits of agreeing.