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Effective Negotiators
Peter asked:
| In 50 words or less what are the most important concepts for effective negotiations? |
Our Answer:
The answer is in line with the goals that management should aim for in developing any organization – wide capabilities. It also indicates what every negotiator should aim for in developing his own tool-kit of skills.
An effective negotiator:
- Aligns negotiation goals (strategy) with organizational goals (strategy),
- Prepares thoroughly and uses each negotiating phase to prepare further,
- Uses negotiation meeting to discover and identify other sides interests, beliefs, values, BATNA and learn more about the issues at stake,
- Proactively approaches a problem, developing opportunities to create additional value,
- Can separate personal issues from negotiating issues,
- Can recognize and overcome potential barriers to agreement,
- Creates trust and credibility,
- Uses power only to educate.
It is worthwhile to consider that effective negotiation doesnt always mean closing a deal. Sometimes walking away from the table is much wiser than trying to reach an agreement by all means. By taking a structured and realistic approach to the negotiating process, and implementing established operational actions, the negotiator substantially increases the probability of acquiring substantive gains, as well as fostering a productive relationship with the other party.
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