Negotiations Strategies

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Here is a simple list of negotiation strategies.

  • Be sure you understand the issues and facts of the negotiation topic.  Successful negotiation requires a strong foundation.  Identify your desired outcome and know where you will be willing to compromise.
  • Know your negotiation partners?  Consider their communication styles.  How do they like to communicate?  Do they prefer conflict?  Will they be willing to compromise?  What’s in it for them?
  • Negotiate only the issue at hand.  Do not drag up old issues or past occurrences because this will weaken and possibly jeopardize your current topic.
  • Be aware of your own oral and body language and those of your negotiation partners.  Use open, positive hand gestures; maintain eye contact; and speak clearly and slowly.  Be mindful of the language of your negotiation partners, and if you sense discomfort, ask open-ended quested related to the topic.
  • If at any time in the negotiation you sense that you are gaining an edge, do not use this situation against your partners.  Stay calm and focused on the outcome.
  • When an outcome is reached by both/all parties, review the steps to be taken next.  If the performer asks questions or wishes to negotiate further, be sure to answer all questions fully.  If a decision is reached, show respect through appreciation and acknowledgement of other’s participation in the discussion.
  • Be sure that everyone understands the outcome and the follow-up steps.  This is vital to a successful negotiation.  Summarize in writing.  Follow up with phone calls or emails to ensure the appropriate steps and procedures agreed to are being followed.

 

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