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The aim of win-win negotiation (also known as integrative negotiation) is to find a solution that is acceptable to both parties. Each should feel that they've won in some way and feel positive about the negotiation once it is over. This helps to keep good working relationships after the event. |
| Preparation Is Key |
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You cannot guarantee success if negotiation is conducted off the top of your head. Great negotiators leave nothing to chance, and researching the other side's position beforehand is essential.
If you have prepared thoroughly, others will believe they are dealing with someone confident, competent, organised and efficient, they may even become less certain of their own position. |
| 5 Top Tips for Preparation |
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1. Set Clear Objectives - You should be clear about what you want to achieve and have a firm opinion of what the other party wants from the negotiation.
2. Identify Variables - Understand the value of your own variables and the variables the other side might offer. Consider which are essential, attractive extras and relatively unimportant.
3. List any concessions - Don't offer concessions without being clear about what you want in return first.
4. Prepare Your Stance - Aim to start your side of the discussions so that you are approximately in balance with the other party.
5. Prepare Your Own Agenda - Setting the agenda allows you to set out the discussions to suit your strategy. |
10 Top Tips for the Negotiation Meeting |
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1. Use Silence - Saying nothing can be as powerful as saying something, provided it is used at the right time and in the right way.
2. Summarise Frequently - Negotiations can be complex and it is easy to lose the thread, so never be afraid to summarise.
3. Take Notes - Keep track of complex negotiations throughout their course.
4. Promote a Good Feeling - As you proceed, make sure you emphasize that each stage is good, preferable for both parties but particularly for the other person.
5. Read Between the Lines - Particularly watch for danger phrases, such as 'It looks like we are almost there' - (meaning 'There is something else I want')
6. Maintain Flexibility - Keep exploring any new options with an open mind.
7. Keep Thinking - Do not let your mouth get ahead of your brain.
8. Hold Your Fire - Try not to make an offer, certainly not a final offer, until everything that needs negotiating is out on the table.
9. Don't Get Aggressive - Avoid words like "stupid", "crazy" or "you're joking".
10. Agree What You Agreed - Check that both sides are agreed before you leave the negotiating table.
Remember, the party that controls the agenda,
controls the negotiation! |
| Finally ... |
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Negotiation is a social skill. Ultimately the only way to refine your technique is to do it, note what happens, and do it again and again. Practice makes perfect! |
