Artykuły dot. negocjacji

Step 1 – preparing for negotiations

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base / Preparation

Step 1 – preparing for negotiations

  There are two powerful reasons why this article is worthwhile your attention.

1. By preparing, we create a future which we wish to come true. By not preparing, we limit our influence on reality thereby leaving our future in the hands of fate. If you want to be successful as a negotiator then you must have influence on your reality so that you can create constructive agreements.
2. Our brain does not distinguish between reality and the imaginary world. By projecting future events, we live through the negotiations in our minds, subsequently feeling more at ease when they occur (which means we have a greater potential for efficiency).

Preparation is important. Below you will read how to go about it.    “Why?” – is the only good question to start your preparations. Why do you want to negotiate? – What other options are there to resolve the case? Why do you want to negotiate with these people? – Perhaps there are other, better partners? How will these negotiations bring you closer to achieving your broader professional or life goals? The answers will reveal a purpose of putting work into reaching an agreement, which is crucial for your motivation. If you are convinced and decisive to pursue the negotiations, you can go onto setting goals. Think about what exactly you want to achieve and why. This way your interests will emerge. Make note that an interest is what you want to achieve, not the means of reaching it. Let’s take an example. You run a chain in the catering business and your interests are to make an expansion. You meet with a premises owner with the intention to buy his place, which is a mean of reaching your goals. This is an important distinction because the premises owner might not want to accept your offer but he might be a person who can open a different possibility for you – eg. he might know an investor willing to buy the place and open a franchise restaurant of your business. What should be analyzed? The next thing to think over is your situation. Analyze your areas and BATNA. By clearly stating what you’re left with if the negotiation break, you can determine your shore lines. (read about negotiation phrases here) Consider what you know about the other side and what you can predict about it. This concerns the people with whom you will be leading talks as well as the situation which they are in. Who are the negotiation of the other side? What negotiation have they led in the past? If there is sufficient information, estimate BATNA of the other side. Based on that you can foresee estimated ZOPA values. Having gathered all of the information above, you have everything to begin constructing the strategy, which will mark your preparations complete. Professional negotiators know that the work input into preparation has a direct impact on the course and result of negotiations. Taking advantage of their experience safes time, mistakes and money.   NEGOTIATION PROCESS: How to begin negotiations? Preparing for negotiations. Information exchange in negotiations. Relationship building in negotiations. Influence and persuasion. How to made concessions in negotiations. Agreements.