One of the most common approaches used to make decisions and manage disputes is negotiation. It is also the major building block for many other alternative dispute resolution procedures.
Negotiation occurs between spouses, managers and staff, employers and employees, professionals and clients, within and between organizations and between agencies and the public. Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Successful negotiations generally result in some kind of exchange or promise being made by the negotiators to each other. The exchange may be tangible (such as money, a commitment of time or a particular behavior) or intangible (such as an agreement to change an attitude or expectation, or make an apology).
Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone’s interest to become familiar with negotiating dynamics and skills.
It is extremely important to develop a climate and attitude of “win-win” while negotiating. One party can win more than the other, but neither would see themselves as having lost because negotiation is primarily an exchange of satisfactions. Here are 9 keys to successful negotiation:
- Good Communication – it leads to increased understanding.
- Areas of Negotiation – price, control, power, position, recognition, etc.
- Values Vary – priorities, importance, and moral issues.
- Issues – have the real concerns been uncovered?
- Non-Verbal – ability to observe actions, body language, attitudes, and sincerity.
- Questioning – in-depth probing determines win/win outcome.
- Information – the party with the most information has the advantage.
- Patience – don’t let the other party rush you; control emotions on both sides.
- Planning – detailed planning gives a negotiator options and the ability to predict offers. Foresighted planning protects against making concessions.
Tags: keys success of negotiation, negotiation, successful negotiation
What’s with the name of your blog?
You make several good points in your 9 keys. There are some negotiations where you need to change your approach, behavior, and strategy to be successful. Most of your comments are directed at being effective when you are involved in a collaborative or integrative style negotiation (long term, focused on profit, many variables, etc.). However, when faced with a distributive negotiation where it is a one-off opportunity and price is the primary concern. You need to change your behaviors drastically.
1. Instead of sharing info, you want to protect yours and discover theirs
2. Priorities are normally the same PRICE
3. You can be more arrogant as a means of altering the perception of power
4. You overtly reject offers with both verbal and non-verbal cues
5. You open extreme yet realistic
6. Anchor around your position
7. Plan your movement to deliver satisfaction (in ever-decreasing increments)
8. Ask questions to lead the discussion and uncover extenuating circumstance
9. Use silence to apply pressure and keep your the other person talking
10. Make the first offer, begins to shift their expectations
to find out more on Hard Bargaining situations check out this link
http://bit.ly/bw6o5K