Decision making in a company is an important process that can be carried out internally or externally. Often, external decision making must involve a negotiation process in order to form a favorable decision.
In establishing and making business decisions, negotiators are considered to be the most skilled and effective bidders. Usually, every company will always place a reliable negotiator to be able to discuss with external parties in establishing cooperation.
However, of course, negotiations do not always run smoothly. There is always the possibility of negotiations ending in a dead end and not reaching a consensus. Therefore, here are some skills that a negotiator must have in order to come up with a solution for all parties.
1. Develop your analysis
In both integrative and bargaining situations, your best source of strength lies in your ability and willingness to discuss and strike deals. Before negotiating, negotiators are advised to identify the best alternative options that can be a final agreement. That way, you will know the steps that can be taken.
2. Negotiate the process
Never think that your partner has the same flow and negotiation habits as you. Therefore, negotiate how the right way to conduct negotiations.
When to meet? Who should attend? What is the discussion agenda? Procedural discussions like this will make negotiations more focused, productive, and effective.
3. Build a relationship
According to research, negotiators are more likely to reach an agreement if they spend time getting to know each other. If you're negotiating via email or phone, try to introduce yourself briefly. This is believed to soften the dynamics of the negotiations later.
4. Listen carefully
Once you start discussing substance, it's a good idea to resist the urge to interrupt the other person. Instead, listen to the other person's arguments carefully. Then paraphrase and repeat what was said.
This is done to see what is conveyed according to your understanding. This is indeed quite difficult to do, especially the negotiation process is often frustrating. You will not only get valuable information, but feedback from the other party.
5. Ask good questions
Never hesitate to ask questions because you will gain more understanding from the questions asked. It's a good idea to avoid questions that have a “yes or no” answer, ask questions that lead to a detailed discussion or argument.
6. Avoid bias
Many studies show that the first number mentioned in the negotiation process will have a strong influence on subsequent negotiations. To avoid this you can make another offer or change the subject.
If you start to feel depressed, don't hesitate to ask permission to go outside, and take a deep breath or take a break. After that, you can go back to negotiating with your colleagues.
7. Provide multiple equal offers
Instead of making one offer at a time, it's a good idea to consider providing multiple offers at once. If all offers submitted are rejected, ask for feedback regarding the things you like the most and why.
You can use that information to improve the next solution. When in doubt, you can brainstorm with the other party about any options that will please and benefit both parties.
8. Try to involve a third party or contingent
Negotiators are often stuck and deadlocked because they often disagree with the course of the argument. In a case like this, try applying for a contingent contract. For example, when you doubt the claim of a contractor who completed the project within three months, it is the contingent contract that will penalize him for the delay in completion.
9. Plan the implementation of the results of the negotiations
Another way to improve the agreement is to ensure that all commitments will be fulfilled and don't forget to provide contract deadlines. As a precaution, the contract can also be written in a clause that contains how to resolve the conflict.
As scary as it sounds, there is a high possibility that post-negotiation conflict may occur. Therefore, it is important to always be on guard to be able to maintain good negotiation values.
Not only competing, business negotiators are also responsible for building and creating cooperation between businesses or companies. This arises from the final decision of the negotiation which of course will not only benefit one party, but also the other.
Negotiation is basically a give and take principle, give as little as possible and take as much as possible. If you want to practice being a great negotiator, the Applied Negotiation Technique program can train you to recognize, master, and develop profitable negotiation techniques.
Decision making in a company is an important process that can be carried out internally or externally. Often, external decision making must involve a negotiation process in order to form a favorable decision.
In establishing and making business decisions, negotiators are considered to be the most skilled and effective bidders. Usually, every company will always place a reliable negotiator to be able to discuss with external parties in establishing cooperation.
However, of course, negotiations do not always run smoothly. There is always the possibility of negotiations ending in a dead end and not reaching a consensus. Therefore, here are some skills that a negotiator must have in order to come up with a solution for all parties.
1. Develop your analysis
In both integrative and bargaining situations, your best source of strength lies in your ability and willingness to discuss and strike deals. Before negotiating, negotiators are advised to identify the best alternative options that can be a final agreement. That way, you will know the steps that can be taken.
2. Negotiate the process
Never think that your partner has the same flow and negotiation habits as you. Therefore, negotiate how the right way to conduct negotiations.
When to meet? Who should attend? What is the discussion agenda? Procedural discussions like this will make negotiations more focused, productive, and effective.
3. Build a relationship
According to research, negotiators are more likely to reach an agreement if they spend time getting to know each other. If you're negotiating via email or phone, try to introduce yourself briefly. This is believed to soften the dynamics of the negotiations later.
4. Listen carefully
Once you start discussing substance, it's a good idea to resist the urge to interrupt the other person. Instead, listen to the other person's arguments carefully. Then paraphrase and repeat what was said.
This is done to see what is conveyed according to your understanding. This is indeed quite difficult to do, especially the negotiation process is often frustrating. You will not only get valuable information, but feedback from the other party.
5. Ask good questions
Never hesitate to ask questions because you will gain more understanding from the questions asked. It's a good idea to avoid questions that have a “yes or no” answer, ask questions that lead to a detailed discussion or argument.
6. Avoid bias
Many studies show that the first number mentioned in the negotiation process will have a strong influence on subsequent negotiations. To avoid this you can make another offer or change the subject.
If you start to feel depressed, don't hesitate to ask permission to go outside, and take a deep breath or take a break. After that, you can go back to negotiating with your colleagues.
7. Provide multiple equal offers
Instead of making one offer at a time, it's a good idea to consider providing multiple offers at once. If all offers submitted are rejected, ask for feedback regarding the things you like the most and why.
You can use that information to improve the next solution. When in doubt, you can brainstorm with the other party about any options that will please and benefit both parties.
8. Try to involve a third party or contingent
Negotiators are often stuck and deadlocked because they often disagree with the course of the argument. In a case like this, try applying for a contingent contract. For example, when you doubt the claim of a contractor who completed the project within three months, it is the contingent contract that will penalize him for the delay in completion.
9. Plan the implementation of the results of the negotiations
Another way to improve the agreement is to ensure that all commitments will be fulfilled and don't forget to provide contract deadlines. As a precaution, the contract can also be written in a clause that contains how to resolve the conflict.
As scary as it sounds, there is a high possibility that post-negotiation conflict may occur. Therefore, it is important to always be on guard to be able to maintain good negotiation values.
Not only competing, business negotiators are also responsible for building and creating cooperation between businesses or companies. This arises from the final decision of the negotiation which of course will not only benefit one party, but also the other.
Negotiation is basically a give and take principle, give as little as possible and take as much as possible. If you want to practice being a great negotiator, the Applied Negotiation Technique program can train you to recognize, master, and develop profitable negotiation techniques.
