Tips for successful negotiations.

Many negotiations collapse because people fail to connect and communicate. These two essential elements of connecting and communicating are so basic and we often overlook them. Communication requires listening and patience. Connecting means you work to find common ground and have the same goal – to come to a mutually agreeable conclusion. These two things involve you and your organization and the other players in the negotiation. When you take a position which closes you to the opposing viewpoint or leave little room for changes to your position, you may win a point but it will likely lead to a less desirable conclusion. When you can view the other party as a colleague you gain tremendous ground. It is likely you will meet that person needs his/her cooperation. This will put a much different perspective on your communication and connectivity.

Pick up, maintain a flexible posture and realise your game plan may need to be revisited from time to time. Stay focused on the desired positive end and allow changes that need to happen during the process happen. It’s dangerous to get so brave in your plan that you lose sight of the goals. Your objectives must help rather than a hinder.

Whether you are working on a joint business venture, a new job, the price of an auto or your child’s new curfew, negotiation is a key success skill. So how can you improve your negotiation skills? Here are 10 tips – so try to practice in every negotiation.

1. BE PREPARED. Preparation is the single most important element in successful negotiations. In negotiations, information is power. The more relevant information you have, the better your position is. Preparation for your negotiations can not be overdone. Allow yourself adequate time to prepare.

2. UNDERSTAND THE NEEDS OF YOUR PARTNERS. Your partner in this context is the other party in the negotiation. Your relationship with this party may not normally be described as adversarial, but for the purposes of this discussion we will view the negotiation as an adversarial relationship. Put yourself in your partner’s shoes. What would they like to gain from the negotiation? Write down as many possible goals as you can think of. Prioritize your list in the order that you believe your adversary would.

3. KNOW WHAT YOUR NEEDS ARE. What do you need out of the negotiations? More money? More flexibility? Better opportunities? Make a list of those things you would like to receive as a result of the negotiations. Refine and prioritize your list before starting the negotiation/ identify the items you are willing to negotiate and those items which are non- negotiable.

4. MOST NEGOTIATIONS INVOLVE ON GOING RELATIONSHIPS. With the exception of large purchases, most negotiations involve parties in a long term relationship. Whether the relationship is family, friends or business associates, it will be necessary to continue to deal with your partner outside the context of the negotiation. Always be sensitive to the potential impact of your negotiations on these relationships.

5. EVERY NEGOTIATION IS DIFFERENT. The key difference is the relationship you wish to have with your opponent once the negotiations are complete. When negotiating with a loved one, you may be willing to make more concessions in the interest of harmony. Keep these things in mind when creating and prioritizing your lists.

6. UNDERSTAND THE SITUATIONAL DYNAMICS. In order to negotiate successfully, you must understand the dynamics of the situation. Identify your role and the role of your opponent. Know the power positions of each role.

7. NEVER LIE. Very few negotiations are a single contact event. With the possible exception of making large purchases, most parties involved in a negotiation have continued contact after the negotiations are completed. When you are caught in a lie, and it is inevitable that you and your future credibility will be lost.

8. BE FLEXIBLE. Understand that negotiation frequently involves compromise. Look for creative solutions to the problems presented in the negotiation. Make tradeoffs in order to gain those elements you most desire.

9. WINNING ISN’T EVERYTHING. It is easy to get caught up in the competitive spirit of a negotiation. Remember that the point of negotiation is to reach a common agreement on how to move forward. While it may be possible to kick your opponent into agreeing to your terms, this does not create the mutual agreement that makes for a truly successful negotiation.

10. QUIT WHILE YOU ARE AHEAD. Too many people have to see just how far they can push a negotiation. They have to try to get just one more concession. This attitude can be a deal breaker. The best negotiations are brief and to the point. Get agreement on your major points and stop.

 

Active Vocabulary

negotiations [nɪˌgəuʃɪ'eɪʃ(ə)nz] - переговори

win-win – безпрограшний

to dread [dred] - 1. жахатися, страхатися; 2. жах, страх, острах

tremendous [trɪ'mendəs] - 1) величезний; приголомшливий; 2) жахливий, страшний

handout ['hændaut] - 1) тези; 2) офіційна заява для преси; 3) рекламна листівка, проспект; 4) милостиня; безплатна їжа, безплатний одяг

to reiterate [rɪ'ɪtəreɪt] - повторювати; робити знову і знову

mutually ['mjuʧuəlɪ] - взаємно; обопільно

to hinder – I. тут: ['hɪndə] перешкоджати, заважати, бути перешкодою; II ['haɪndə] задній