Negotiations:Strategies and Suggestions

A negotiator should do appropriate homework to learn as much as possible about the opposing side.

The more that is known about them, the more likely their needs can be met, while having your needs met as well.

Negotiations

Complex negotiations cover a multitude of points as such it is best to vary the discussion, interspersing critical points with things that are less important to you.

Care should be taken to leave critical points until later in the negotiation.

Negotiations

Strategic information – information that gives clues to the negotiation strategy, should be handled cautiously, and only when there is an expectation of a return of useful information.

Negotiations

Another strategy is to offer to discuss the things that are important to the opposing side first. This strategy serves several roles. First, it presents a good impression and shows

good faith. More importantly, is the opportunity to gain

critical information, such as what is most important for their side, or to identify any major concerns.

Negotiations

Another strategy is to link small issues to the larger issues of the opposing side in order to resolve minor issues without jeopardizing major points.

Negotiators ask open-ended questions and listen intently to the responses, never interrupting.

Negotiations

Negotiation strategies include: preparing, developing a strategic plan of action, listening to gain insight into the strategy of the

opposing side, and talking very little.

Negotiations

Sometimes the big idea has to be brought to the table early in the discussions especially if it is challenging to the other side.

This strategy allows time for the initial reaction to wear off and become more palatable.

Time has a way of smoothing over situations, and thus is in itself a negotiation strategy.

Negotiations

Telephone negotiation works well for less important deals.

However, complex negotiations should not be handled over the phone because the process is ineffective and slow.

Negotiations

Bring to the table those with the same level of authority or less as the opposing side.

Let them make the suggestion to have decision makers meet.

Set ground rules beforehand, including knowing who will be at the table and their level of authority, so that your team is comparable in authority level or less.

Negotiations

Fairness rather than significance is the ultimate goal of negotiation. In team negotiations, never openly disagree with a member of the team.

Negotiations