HOW TO BEHAVE DURING A NEGOTIATION

From the start of any negotiation we need to be objective when outlining the issues and while doing so watch closely for non-verbal gestures in an attempt to gauge reaction. If the other side interject, be patient and ‘listen to learn’. Our primary aim at the early stages should be to identify areas of agreement or disagreement.

When the other party is speaking we should NEVER interrupt, listen and look carefully and see if you can gain some insights into their level of knowledge and see how confident, (or fearful) they are. We should be trying to see what they need or want from the negotiation or what is driving or motivating them.

Always focus on what is happening now and where we and they want to go in the future, never get into ‘the last time we met you said’, it is confrontational and a road to no where. At the outset take the initiative and ask the other party to define their current perspective on the issue, remember as in selling, the one who asks the questions controls the discussion.

NEGOTIATION IS ABOUT WIN – WIN, BARGAINING IS ABOUT WIN – LOSE!

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PRE-NEGOTIATION TIPS – MEMORY JOGGERS 2

Once we analyse and decide where each party stands before a negotiation starts we should document each party’s goals, attitudes, limitations and the known or likely opening stance of each side… i.e. the current state of play.

This done, we need to develop a negotiation strategy by: -

Listing possible solutions for the ‘other side’, their repercussions for both parties and define possible areas of agreement plus the underlying mutual needs or common ground.

Preparing a list of fair operating procedures defining ‘how we deal with each other’ i.e. values, ethics, acceptable expertise and from whom, legal practices, standards etc.

Determining the impact of limitations, what ‘THEY’ may realistically be able to accept, deadlines, the power of the negotiating team to make decisions and any political situation. Try define their perspective on the negotiation i.e. what is their real problem and how do they view our position and attitude. List alternative actions that may provide some basis for continuation or a partial agreement or an, ‘if all else fails option’, (sometimes referred to as a lifeboat).

Planning ways to neutralise negatives or bias to the situation or negotiating parties such as, this customer is greedy, unionists are troublemakers or management is anti-worker that will hinder the process or willingness to listen.

Lastly we should practice, perhaps by role-playing both sides to find weaknesses in our arguments or approach.

TELLING RATHER THAN SELLING… CAN END UP IN YELLING!

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PRE-NEGOTIATION TIPS – MEMORY JOGGERS

We all negotiate, all of the time, so best understand how it all works! A good start is to realise that negotiations move in stages and then know what to do at each stage.

Before we negotiate we should as a minimum decide what are: -

Both parties desired outcomes or ‘real’ goals. I say ‘real’ goals as often ‘demands’ can be used to hide true desires. Obviously understanding both parties’ goals is essential if win-win’s are sought. As part of our analysis we should also document the minimum outcome we believe each party is likely to accept and these ‘minimums’ consequences.

Define and write down our opening stance and we should gather all we can on theirs. If we can’t fully understand where both parties are commencing it will be difficult to get started and much time (and goodwill) can be lost.

Our and their limitations on what can be offered or given away. It is no good arguing over the sun if they (or you) only have only the moon the offer. Also time limits can be critical, if you have six weeks to invest and they have a number of months, pressure can be applied or resisted. Clinton pushed harder for a mid east peace settlement the closer he got to the end of his term, the Israelis seem to have limitless time and Arafat, well he is getting on. So best you know your and their deadlines.

Prepare for negative attitudes. We enter negotiations with preconceived ideas about the other ‘side’, as do they, about us. We need to analyse what each parties’ negative attitudes may be, remove ours and prepare for theirs.

ARE WE BEGINNING THE WAY WE MEAN TO CONTINUE… OR IS IT USUALLY… NAH JUST DIVE IN AND HOPE FOR THE BEST…

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