Soft skills (I) – The Importance of Negotiation in Our Professional Career

*Puede encontrar una versión en espa?ol del artículo aquí.

The ability to negotiate is one of the most valuable skills in the professional world. However, despite its relevance, few professionals receive specific training in this area. Moreover, negotiation is often perceived as an uncomfortable task, leading many to avoid it whenever possible.

In this article, we will discuss the key aspects of negotiation, its impact on professional development, and some practical tips to improve this skill.

Why Do We Avoid Negotiating?

There are several reasons why negotiation is not a popular activity among professionals. Some of the most relevant include:

1. Responsibility for the Results: The success or failure of a negotiation largely depends on the negotiator's performance, and the consequences can significantly impact the organization they represent.
2. Uncertainty and Lack of Information: In many negotiations, available information is limited, creating a sense of insecurity. Not knowing how far the other party can go is a factor that can generate stress.
3. Emotional Involvement: Negotiation can easily become an emotional process. Since it involves personal or company interests, people often take it personally, making rational decision-making difficult.

What Is Not Negotiation?

To better understand what negotiation is, it is useful to clarify what it does not represent. Negotiation does not mean:

• Getting your way at all costs.
• Defending yourself from a threat.
• Haggling like in a simple commercial transaction.
• Convincing the other party to accept your terms without considering their needs.

Negotiation is a collaborative process in which both parties seek a mutually beneficial exchange. Its purpose is to achieve a result that is better than the initial situation and, ideally, to strengthen long-term relationships.

The Most Important Phase: Preparation

Success in negotiation is not a matter of chance but of meticulous preparation. A well-prepared negotiation allows for anticipating different scenarios and facilitates strategic decision-making during the process. As the saying goes, success is paid in advance and in full; in negotiation, this means preparation.

Benefits of Good Preparation:

• Reduced Stress: Knowing the context and possible responses decreases uncertainty and pressure.
• Greater Effectiveness in Negotiation: Without preparation, achieving good results is difficult.
• Flexibility and Adaptation: Proper preparation allows focus on the negotiation’s progress rather than worrying about the next move.
• Handling the Unexpected: Considering various possibilities makes it easier to respond to unforeseen situations.

Key Aspects in Preparation:

Before entering a negotiation, it is crucial to answer the following questions:

1. Do I have an alternative if no agreement is reached?
2. What are the key points I need to negotiate?
3. What are my objectives and the limits I cannot exceed?
4. Is time working in my favor or against me?
5. How do these same factors affect the other party?

The Power of Listening in Negotiation

During the negotiation process, one of the most common mistakes is talking too much and listening too little. Information is the raw material of negotiation, and the best way to obtain it is by allowing the other party to speak.

A good negotiator knows that the best concession to make is giving the other party the floor. When people feel heard, they lower their guard and become more open to reaching satisfactory agreements.

The Good Negotiator’s Decalogue

To improve our negotiation skills, it is helpful to consider the following fundamental principles:

1. Negotiating is collaborating and exchanging value.
2. Negotiation is one of the main tools for generating wealth.
3. Time should work in our favor, avoiding rushed decisions.
4. Always keep the final objective in mind without being ruled by emotions.
5. Preparation is the key to success in any negotiation.
6. Always seek a win-win approach, especially in long-term relationships.
7. Trust is fundamental: lying may sometimes be acceptable, but deception can destroy relationships.
8. Information is power: the more we know, the better we can negotiate.
9. Always exchange something instead of conceding without receiving anything in return.
10. Avoid closing deals hastily to prevent unnecessary last-minute concessions.

Negotiation is an essential skill in the professional world. From salary agreements to strategic negotiations within a company, knowing how to negotiate effectively can make a difference in our careers. Although negotiating may be uncomfortable, the key to improvement lies in preparation and the development of skills such as active listening and information management.

Mastering negotiation will not only help us achieve better results but will also strengthen our ability to influence and lead in any professional environment.

Recommended Books

For those interested in delving deeper into the art of negotiation, some recommended books include:

• Negociar es fácil, si se sabe cómo – Alejandro Hernández.
• Getting to Yes: The Art of Negotiating Without Giving In – William Ury.
• Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss.