Six Tips for Successful Negotiation “Winning ....Doesn't Always Mean Being First"

- by PERCY JAL ENGINEER - A 2018 PRESENTATION

'Doing the Right Thing Right is No Guarantee for Success - But Not Following the Process Definitely Leads to Failure'

The word "negotiation" can conjure up negative images of conflict and struggle.

Conflicts are healthy if they are issue based.

But successful negotiation is about discussion aimed at reaching a mutual agreement. 

A skilled negotiator uses varied techniques to reach a deal without aggression. While negotiation skills require practice, everyone can become a good negotiator.

It just requires following some basic guidelines that focus on the ultimate goal: “Arriving to a mutually decided agreement that is acceptable to both parties” 

Here are six tips for negotiating to success.

1. Prepare - Prepare - Prepare.

“Failing To Plan is Planning To Fail”

Before starting into a negotiation, planning and equipping one’s self with factual information is very important.

Information is the most powerful tool for any negotiator. 

Get as much information as you can that is relevant to the case including asking yourself the 5W + 2H (as explained in my class) questions. Why the other party wants to come for negotiations? What do we want from this deal? Why does the other side want to do it? What's in it for everyone?

Then work to get information that benefits not only your position, but also of the other party. Having facts on side gives you a position of strength and instills measure of confidence.

2. Decide what you want to achieve before you begin.

"The Questions You Ask Are More Important Than The Things You Could Ever Say"

Good negotiators know what they want before entering into a discussion. Also important to understand the limitations and what they won't accept. Most, if not all successful negotiators say that they have a "walk" (WAP) point. If you aren't willing to walk away, then you're potentially setting yourself up to make a bad deal. Create a Tablet with your Fall Positions.

Strategize as explained in the class using the AHP process. This is by knowing that you aren't going to win every point. Identify in advance what points are important and what points you're willing to concede. And never, ever concede beyond your "walk-away" point. Losing a bad deal is always preferable to making one ( W.A.T.N.A.)

3. Always search for "collaboration".

“Competing at the highest level is not about winning. It’s about preparation, courage, understanding and nurturing your people, and heart. Winning is just the result.”

Many times, people think of a negotiation as a zero-sum game. This means that ‘We win- You loose’. Professional negotiators approach negotiation as an opportunity for both sides to win. Negotiation for Mutual Benefits- Together We Win.

For example, during an Interview the prospective candidate seeks higher salary than offered. The prospective employee wants a higher amount than what is offered, but the position grading of the company isn't flexible for the employer. Creating Value is than the approach to fill the gap and a way to create a "win-win" scenario. Perhaps the employer can provide flexible work hours, health-care benefits, school tuition, social benefits etc. that may Not cost much but provide higher or immense value to the prospective employee.

4. Treat the parties fairly.

“Equality is not a concept. It's not something we should be striving for. It's a necessity. ”

Most of the times, negotiation breaks down between two or more parties because one party feels that the other wasn't treating them fairly. It is about developing Negative–Response skills and that means not allowing emotions and ego to overcome rational discussion.

An authorative or aggressive approach or intimidating the other party by giving ultimatums may make for dramatics. But in real scenarios, these things rarely gets to successfully clinch deals. Keeping calm and compose and being respectful, and treat the other party the way you want to be treated will go a long way toward not only getting a positive benefiting closure, but also gives you a reputation as a fair dealer when the next negotiation comes along. It’s all about Creating Beneficial Long Term Relationships.

5. Get to the close.

“Your Attitude Not Your Aptitude Will Determine Your Altitude.”

The strategic steps to Negotiations, smart planning and tactics deployed by the most professional negotiators are meaningless without an agreement.   Do Not Be Rigid - Being Flexible is the key.

Such a scenario can happen when either side just can't get to a decision. Indecision can come from many places, but as a negotiator, you should be prepared for it in advance.

Planting the Seeds: Make the decision part of the negotiation, and do it early in the process. Set a timeline, discuss the criteria, map out the hurdles that might delay getting a final agreement approved and implemented. After all it’s all about Fact Finding.

6. Mind Map Your Negotiation Strategy Visually

“It’s all about Being Conscious”

Defining the final objectives along with drawing a Mind Map and use of S.M.A.R.T. technique is an ideal way to organize. Mind Mapping is a very useful tool to use for managing a negotiation.

You can use it during the pre-negotiation stage with your stakeholders and ‘Get To A Yes’ for your plan in advance, as well as use it as a tracking tool to set milestones and create deadlines.

In my personal experience professionals will be able to easily manage and pride themselves to succeed if they prepare a pre and post Mind Map outlining their strategy and clearly aligning it to the ZOPA & WAP as demonstrated and explained in my training sessions. __________________________________________________________________________ The writer is a skilled practitioner of Negotiation Skills and has been recognized and awarded “The Best Sales Person” award more than SEVEN times across three continents during his career in Sales.   As practitioner of Art of Living has contributed to the success of many in balancing their professional and personal life. If you, or your company is interested in 'Learning the Art Of Negotiation' feel free to call up or connect on LinkedIn.   ________________________________________________________________________