NEGOTIATIONS

A common misperception is that negotiation is a winner-take-all endeavor. Hence, it’s not surprising that so many negotiations end in a stalemate. In reality, the most desirable outcome of a negotiation is a win-win result in which everyone feels good about the agreement.

Effective negotiations share some other common characteristics besides having a win-win result. The negotiators have a strategy, and the negotiating team is unified. The team also knows as much as possible about the opposition, including their goals and objectives.

Effective negotiation offers many benefits. It encourages communication and teaming. It also furthers understanding and gives new insights and ideas. Finally, it provides the groundwork for taking action.

for Conducting Effective Negotiations

• Determine your goals and objectives.
• Determine a strategy for achieving goals and objectives.
• Ensure that the negotiation team is united and behind the goals, objectives, and strategy.
• Select one person as the primary negotiator.
• Be flexible instead of fluid.
• Know as much as possible about the opposition.
• Know when to push and when to yield.
• Seek a win-win result.