What are the steps to using a collaborative negotiation style with clients?

1 Prepare thoroughly

Before you enter any negotiation, you need to do your homework. This means researching your client's needs, goals, preferences, and constraints, as well as your own. You also need to identify the issues that are most important to both sides, and the potential areas of agreement and disagreement. By preparing thoroughly, you can anticipate the client's concerns, avoid surprises, and present your proposals with confidence and clarity.

2 Listen actively

One of the key skills of collaborative negotiation is active listening. This means paying attention to what the client is saying, as well as their tone, body language, and emotions. You also need to ask open-ended questions, paraphrase what you hear, and summarize the main points. By listening actively, you can show respect, empathy, and interest, as well as uncover the underlying needs and interests of the client.

3 Focus on interests, not positions

Another essential skill of collaborative negotiation is focusing on interests, not positions. Interests are the reasons why people want something, while positions are what they say they want. For example, a client may say they want a lower price (position), but their interest may be to reduce their costs or increase their value. By focusing on interests, you can avoid getting stuck on positions, and explore creative solutions that satisfy both parties.

4 Generate options

Once you have identified the interests of both sides, you can start generating options for mutual gain. This means brainstorming different ways to meet the needs and goals of both parties, without judging or criticizing them. You can use techniques such as expanding the pie, trading off, or adding value to generate options. The more options you have, the more likely you are to find a solution that works for both parties.

5 Evaluate and select options

After generating options, you need to evaluate and select them based on objective criteria. Objective criteria are standards or principles that are independent of either party's will, such as market value, industry standards, or legal requirements. By using objective criteria, you can avoid arguing over opinions or preferences, and focus on finding a fair and reasonable outcome. You can also use objective criteria to justify your proposals and persuade the client.

6 Agree and follow up

The final step of collaborative negotiation is to agree and follow up. This means summarizing the main points of the agreement, confirming the expectations and responsibilities of both parties, and documenting the terms and conditions. You also need to follow up with the client regularly, to ensure that the agreement is implemented as planned, and to address any issues or feedback that may arise. By agreeing and following up, you can reinforce the trust and cooperation that you have built with the client.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?