Negotiation is the process of settling disputes using differing views and goals. Understanding the basics will enable you to learn how achieve value and then assert it, deal with issues of fairness, and get a positive outcome, whether you are a natural negotiator or have to improve your skills.
You must prepare for negotiations by defining your objectives and obtaining the necessary information and data to meet them. This helps you anticipate potential counter arguments and create strategies for success.
It is also essential to be aware of the other parties’ interests, as well as their needs, desires and concerns in order to anticipating potential objections. In addition, you should be able to articulate clearly your own interests as well as the reasons for these interests. You will appear more credible and persuasive.
Additionally, you should be willing to compromise, within reason. It’s not a great idea to adopt a rigid position at the beginning of negotiations, because it can be interpreted as a lacklustre attitude towards reaching an agreement. Instead you should propose to compromise on something you are passionate about, but only if it is match by the other side’s interest.
Another important aspect of preparing for negotiations is to identify your walk-away point (your BATNA, or best alternative to a bargained deal). This will assist you in deciding when to stop a discussion, as you will not be able to keep negotiating to try to reach an equitable agreement if the other side is hopelessly dug in.
