You're struggling to negotiate effectively. How can setting clear goals make a difference?

When I started working in procurement, my first boss gave me a tip that I have been using in all negotiations to this day: the secret to negotiation is understanding what the other party wants, including their goals and needs. The key to achieving our objectives is to make our requests sound like a solution to the situation. This means our main job is to create a scenario where our request becomes the solution for our client, partner, or supplier. This is not an easy task.

Toda negocia??o envolve necessidades e pontos de vista distintos. Comece entendendo o que gera valor para cada participante da negocia??o e entenda o que é um caminho viável para ambas as partes. Você conseguirá compreender este contexto analisando dados públicos e negocia??es anteriores sobre o mesmo tema e sobre a parte com quem se negociará. Construa cenários para balizar o que s?o seus limites da negocia??o considerando limites para cada um dos cenários. Saber em que ponto passa a ser desvantajoso é crucial para passar a buscar alternativas. Por fim, esteja seguro sobre quais as qualidades e defeitos do produto/servi?o sobre o qual acontecerá a negocia??o. Assim a negocia??o n?o será emocional e a tomada de decis?o será acurada.

Conhe?a o ramo em que seu cliente atua e mapeie seus pontos fortes e fracos perante a concorrência e como os seus servi?os podem fazer com que ele alavanque seus negócios, trancando quais s?os os pilares fortes da sua empresa que v?o fazê-lo se destacar a se diferenciar ainda mais.

Objective (Goal): Achieving your goal is feasible with the right approach. Clear Communication: Communicate effectively to meet your objectives. For example, if closing a deal is your goal, present your value clearly to the client. Clear Mindset: Maintain a positive mindset. If aiming for a promotion, stay confident in your skills and avoid negativity. Remove Internal Blocks: Overcome barriers like fear of failure by building resilience and self-belief. Act Decisively: Take action instead of overthinking. If you have a new idea, start working on it rather than waiting for the perfect time. Handle Challenges Differently: Approach problems with creativity. If traditional methods don’t work, be open to innovative solutions.

En mi perspectiva la negociación es un diálogo donde ambos actores deben comprender que deben llegar a un estadio mejor al que estaban. Es conjugar ambas posiciones en una mejor para ambos, no es la voz de uno la que debe predominar ni la del otro sino la sinergia producida por ambas posiciones en una tercera aceptable y más efectiva para ambos

Listen and understand the objectives of who you are negotiating with. A win:win deal perspective will build trust and help in negotiation

Dentro dos pontos estratégicos e diferenciais da sua empresa, trace e destaque para cada um deles qual o valor agregado para seu cliente e tenha sempre na manga condi??es de flexibilizar custos e customizar seus servi?os que v?o atender a necessidade e expectativa de seu cliente

La planificación estratégica en negociaciones debe ser dinámica y adaptable. Aunque la preparación inicial es central, es igualmente importante ajustar constantemente nuestra estrategia basándonos en nueva información obtenida durante cada interacción. Von Moltke afirmó: "Ningún plan sobrevive al contacto con el enemigo". Esta idea se aplica directamente a las negociaciones. El éxito depende de nuestra capacidad para equilibrar una preparación sólida con la flexibilidad para modificar nuestro enfoque en tiempo real. Una planificación efectiva no solo anticipa escenarios, sino que también establece procesos para reevaluar y ajustar rápidamente nuestras tácticas a medida que evoluciona la negociación.

Negotiations require the same preparation as any important meeting. Know your objectives, understand the other party's position, and identify your non-negotiables. Be ready to adapt as the conversation unfolds. By preparing thoroughly, you stay focused and make decisions that align with your goals. Approach negotiations with the same attention to detail you would for any key meeting.

La planification stratégique est la méthode utilisée pour élaborer un plan visant à atteindre des objectifs globaux à long terme. Et elle est plus étendue?: il consiste à créer une roadmap pour déterminer quels objectifs stratégiques vous devez vous efforcer d’atteindre et quelles initiatives ne seront pas utiles.

Estar preparado com um bom planejamento e estratégia pronta vai ajudar você a escutar atentamente as necessidades de seus cliente e no momento oportuno colocar como você irá gerar o valor agregado esperado e até se diferenciar do que a concorrência oferece

Effective communication starts with effective listening. Remember the 80/20 80 percent listening with 20 percent speaking. Understanding what your customer wants will provide the line of clear communication. After this ensure you communicate with the six Cs. Be Clear, Concise, Consistent, Correct, Contextual and Caring. This will ensure that you are not an average communicator and connect with others.

In negotiation, clear goals sharpen your communication. When you know exactly what you want, you can express your needs confidently and avoid misunderstandings. This focus helps you navigate the conversation effectively and achieve better outcomes. Clear goals make your communication stronger and your negotiations more successful.

Acredito que a comunica??o eficaz é como o fluido pelo qual correm negocia??es bem sucedidas. Ao longo de minha carreira, observei que a clareza ao expressar minhas expectativas, aliada à escuta ativa, me fez construir pontes de entendimento. Durante a prepara??o, ao definir metas claras, me permito estruturar as discuss?es e também potencializo minha capacidade de apresentar argumentos coerentes e compreender a posi??o do outro. Minha experiência demonstra que ter empatia e adaptar a linguagem funcionam como catalisadores, transformando diálogos desafiadores em oportunidades. Acredito que a habilidade de comunica??o n?o apenas evita mal-entendidos, mas une pontos em comum, mesmo diante de interesses divergentes.

Communication is the key to any negotiation. This could be in terms of good and clear language, and also in terms of situational discussions. Many at times the opposite party may state that a particular clause is inevitable to do with and would hugely impact their business, it is upon you to ask the party for examples or situations that they are concerned of. In case the concern seems genuine to you and would not impact your company much, then the clause can be retained to foster positive business relationships. The same goes for when you need a specific clause to be added to removed, communicating clearly with examples will help you place your requirements on a crucial pedestal.

Setting clear goals is a key leverage point in negotiations, as it keeps you focused on your priorities and prevents distractions. With well-defined objectives, you can communicate your needs confidently and negotiate from a position of strength. This clarity helps you make strategic decisions and stay aligned with your desired outcomes, ultimately increasing your chances of achieving a successful agreement.

In my opinion, leverage points in a negotiation are factors that can be used to persuade the other party and reach a favorable agreement. In the situation mentioned in this article, it is more important to identify these points before reaching the negotiation. Review specialized information, relationships of trust, understanding of needs and priorities, and knowledge of alternatives (BATNA). Also the availability of resources, position and negotiating power. In addition, the management of emotions and psychological techniques, such as empathy and anchoring, play an important role. These points will allow you to steer the process towards a favorable outcome, maximizing your advantages while serving the interests of the other party.

Identifying your leverage points in negotiations is like spotting a key advantage in a game of chess ??. Clear goals help you understand what you can offer that the other party values, giving you the upper hand. This insight allows you to manage power dynamics effectively, ensuring you push for the best possible deal without conceding more than necessary. ??

The only way to gain leverage points is to ask questions. As I said in the communications section, you MUST ask clarifying questions. If you don’t understand, ask again. You’ve got to get a concise and clear answer in order to be able to leverage that answer in your closing negotiations.

Negotiating effectively means knowing your leverage. This means understanding what you can offer that the other party values. Use this knowledge to influence the negotiation in your favor. Additionally, understanding your leverage helps you manage power dynamics and avoid conceding too much. Remember, clear goals are key to identifying your leverage points.

You attract and secure the right talent efficiently. It allows you to focus on key requirements and benchmarks for candidates, streamline your evaluation process, and tailor offers to meet both the company’s needs and the candidate’s expectations. Clear goals boost your confidence in discussions, help you navigate offers and counteroffers effectively, and provide a framework to measure the success of your recruitment strategy.

Identify the problem, study all the angles, all the details, all the minutiae. Find possible solutions and propose possible paths, but leave the door open for others to interact with you so that, together, you can see the best and most efficient way to reach the solution!

Las soluciones creativas se potencian y desarrollan a partir de programas de capacitación técnica para colaboradores de la compa?ía, que les ense?en a pensar fuera de la caja!!!

En realidad debemos ser muy creativos e innovadores para que el público nos preste atención. para ello debemos desarrollar habilidades in situ

Ask or provide a lot of “if then” scenarios. “If I get the price to X, will you sign today?” Do not leave it open ended; make it yes or no answers. If the answer is no, you’ve not done your homework or you missed a step in your closing process. Go back and clarify and then present the “if/then” again.

Keep LEARNING! Times change and new ideas are formed. Don’t think you are too good to learn more. Open your eyes and ears and watch webinars, take classes, ask for help and advice, read books, and talk to others.

Clear goals are not just crucial during the negotiation—they're essential afterward too. They provide a benchmark for evaluating your performance, helping you identify what worked, what didn’t, and why. This reflection is key to continuous improvement, allowing you to refine your strategies and tactics for future negotiations. By setting clear goals, negotiating, and then reviewing your performance, you create a powerful feedback loop that sharpens your skills and ensures you’re always growing as a negotiator. ??

A melhoria contínua é a cereja do bolo. Minha prática de revisar as negocia??es que participei, analisando os trope?os e os sucessos, tem gerado oportunidades de aprimoramento e tem sido transformador. Me considero um autodidata, antes de tudo, e adotar uma mentalidade de aprendizado perpétuo me permite transformar cada negocia??o em oportunidades de evolu??o. O resultado? Vou empilhando os aprendizados com as experiências vividas e as habilidades v?o se expandindo, aumentando minha confian?a. A melhoria contínua n?o é apenas uma prática; é um compromisso que tenho com a excelência e que me prepara para cada nova negocia??o.

Setting a clear goal will allow you to formulate a clear path using strategic planning. However, continuous improvement is essential to ensure consistency and a successful negotiation. As you move through the negotiation process, you can evaluate your progress against your goals, identify areas where your strategy may need adjustment, and refine your approach accordingly. One thing I find resourceful is that the iterative process of goal-setting, planning, and adjusting helps you learn from each negotiation experience, thereby enhancing your effectiveness over time. In essence, clear goals serve as a roadmap, guiding your negotiation efforts and ensuring that you remain focused, adaptable, and poised for success.