Artykuły dot. negocjacji
10 Principles of Negotiating
listopad 28, 2015 - Artykuły dot. negocjacji
Negotiator / Knowledge base / 10-principles
10 principles of negotiating
This article is special because it sums up important elements of professional negotiations covered in articles, which I published on this site and on my blog over the past months. It reviews principles which I chose based on my experiences. I am convinced that these several key-points below have a major impact on the way of reaching agreements.- Have a reason – if you don’t have to, don’t negotiate – create an offer your partner won’t reject. If you chose to negotiate, be convinced why you want to do it. Think about what other options there are to fulfil your needs. An authentic choice to negotiate will provide motivation to be professional throughout the process.
- Be a humble partner – the world is full of things we have never encountered and people with possibilities we have not dreamt of. By opening up for possibilities, which you didn’t know before and restraining from judging the unknown, you will have more options for taking action. At the same time, keep to partnership equality for respect and assertiveness.
- Prepare – looking into the future reduces uncertainty. Preparation is a projection of the future. Thanks to it, you get acquainted with situations which you might encounter in the future so that they are not alien to you. This will make you feel more comfortable when they occur so you can effectively operate.
- Listen – the one who has more information also has more possibilities of taking effective action. Listening and understanding will make you the side with more information.
- Look from different perspectives – looking from more points of view broadens understanding and makes seen what is unseen from a sole perspective. Go to the gallery to dissociate with your own view point and embrace the situation at the negotiation table. Go into the other side’s shoes to understand their requests and terms proposals.
- Think in terms of interests – strife to understand what your partner want to achieve by their requests to turn the conversation into a joint problem solving force. Thanks to such transparency, sides will not hold onto their positions unconditionally. Moreover, the talks will be more productive and will increase the chances for a satisfying agreement.
- Be respectful – respect can be shown under any circumstances. If your partner is disrespectful, it does not permit you to do the same. Being a professional is a basics.
- Don’t engage emotions – regardless of how real an emotion is for us, it should not be related to reality. Emotions influence our behavior if we let them. Don’t let emotions influence you. Be the one to influence your emotions.
- Act upon win – win strategy – care for your partner’s interests as you do for yours. This will align the thinking process to seek solutions beneficial for all. Moreover, embracing and keeping the interests of all sides will increase your control over the process.
- Get agreements on paper – it is wise to note down the terms every now and then, even if they are not the final agreement yet. Should someone’s memory play games, written information can save a lot of trouble and explanations.