Negotiation through Navigation: Mastering the Art of Steering Conversations

We use negotiation skills all the time. Whether you’re securing a business deal or resolving a personal conflict, negotiation can have a significant impact on your life. When a deal is finalized that saved a company in the millions or a family squabble was brought to resolution, that was great negotiation in action. We also think of negotiation as a journey, going from one place to another, through a land filled with unfortunate bumpers and helpful shortcuts. This article discusses the concept of 'Negotiation through Navigation', in order to leverage strategies that can help you guide the conversation to a successful conclusion.

Understanding the Landscape: Preparation

Getting from here to there involves being prepared. Negotiation is no different. The important questions to ask before you start are: what is the landscape? Who is going to be sitting on the other side of the table? Doing your homework is essential. That’s only the starting point. You also need to know the other person’s needs, desires and reservations.

Think of negotiation like a map – every detail on the map is a landmark, and if you know the location of all the landmarks, you can plan out your journey to the best of your abilities, anticipate roadblocks and, absolutely crucially, plan how to get around them. A good navigator studies a map before he goes anywhere. A good negotiator does the same.

Setting the Course: Opening the Dialogue

Comparable to charting a course for one's journey, the initial approach in negotiation is significant. The manner in which one commences the conversation can establish the overall atmosphere for the entire undertaking. At this stage, establishing rapport and framing the discussion to align interests are crucial.

?Begin with an optimistic attitude, analogous to embarking on an expedition on a clear, sunny day. Establish areas of agreement in order to encourage a collaborative environment. This preliminary stage involves setting up confidence and illustrating the pursuit of a mutually beneficial resolution. By effectively framing the conversation, it is possible to establish a shared sense of progress towards a mutually advantageous outcome for both participants.

Navigating Obstacles: Handling Challenges

A trip is never smooth sailing. Sometimes weather rolls in unexpectedly, or an unexpected bend in the road forces you to make a u-turn. Negotiations can have the same kind of unexpected challenges. No matter how well you plan, a sudden disagreement, a misunderstanding, or an unforeseen objection could follow.

You can think of these obstacles as barriers or detours at this point. The methods for conflict resolution are the instruments that you can use to help you navigate past these hurdles. It is of the utmost importance to maintain composure and calmness so that one can address problems as they appear without losing sight of the ultimate objective. The ability to be flexible is essential; having alternate paths or contingency plans guarantees that you are able to react to changing conditions and maintain the proper course of the negotiation.

Reaching the Destination: Closing the Deal

So, as they say, when you get there, summarize your agreements and tie up the loose ends, just as you would if you had arrived at the right place after a long journey.

Make explicit the general terms or basic points of agreement so that you are both clear. You want to eliminate the possibility of subsequent, painful misunderstandings. Finishing up involves closing, having sealed the deal – getting to the final fulfilment step in a way that both parties pay up feeling satisfied. A good ending is not simply about reaching the destination, but making sure the ride was smooth, and that everyone wants to go again.

Conclusion

Like any journey, negotiation involves some planning, careful navigation, a flexible approach and a sense of how to land once the destination is in sight. Using the journey metaphor helps break down this complex process into manageable steps – the better to ensure that you reach a satisfactory landing.

So the next time you negotiate, stick with journey metaphors – map your route, choose an initial direction, let your conversation flow downside safely, and bring things together with a clean finish. If nothing else, you’ll end up being a better negotiator. You’ll also end up with a better deal. After all, every negotiation is a journey. Find your way, and you’ll win ‘em all.