Key Negotiation

negotiation

* What stages or instances exist throughout the process?

This is a key factor in the negotiation because we know exactly where we stand, if for example we propose our goals at the end, we are making a mistake, because we are negotiating first the objectives of the other party and end ours. In this case if the other party does not believe our objectives can right to be offended or just finish negotiating there and never talk.

Initial phase:
It is this stage that we should try everything we do and say is in the direction of strengthening our position nuestrosintereses support and present a picture of consistency, strength and confidence. Almost say, what we want, why, how, when and every reason to show our concern for the partner to reach an “X” end.

Scoring or Recognition phase:

In this phase usually the first signs of mistrust and suspicion and early typecasting attitudes and rejection. Just every part explains their interest and begin the doubts, opposition and begin to see what else you want to each party and its proper explanations. Discussion:
This is the central and most difficult part of the negotiation process and has 3 characteristic points. On the one hand as closely as possible the final agreement to our position. On the other hand, using arguments that strengthen and support our argument and others that weaken lafuerza of the opposing views. Finally, using the suggestion, persuasion or dissuasion to convince the other party or take it to where we want.

Partial proposals and Exchange:
Produced the first exchanges in which the parties make some concessions in exchange for other, thus obtaining the first partial agreements. The sum of partial agreements swelling goes all the points together and creating a collective spirit that encourages input and the positive outcome of the final agreement. In a way you are achieving the first steps in trying to come together as possible to the goals that you have raised. Recognizing need to go to where you can get to keep or remove too much.

Proposals and Final Exchange:
This is the final stage in her party are concentrated the most on the most difficult. Approach positions and proposals and seek global solutions are filed differences, distances are reduced and are looking for a full and final agreement. Already in this process is completed if the negotiation, the parties have come to where they want or can and starts looking around to see that nothing happened is not high. It also will refine the details so as not to make errors.

Agreement or Closure:
Materialization and training phase of the agreement. Usually it comes as a natural and logical result of a process in which both parties seek a compromise. If you need any verification, testing and final approval must be requested time and ensure, as the rush is one of the enemies of good agreement. Do not forget in a hurry or pressure can make us commit fatal errors.

An example of the theme of time and the rush is an anecdote told me a professor at my school for some time. His company had to negotiate with a Japanese who were extremely difficult to convince, they would be in the country a week. Throughout the week the Japanese had occupied inviting them to dinner, meetings and parties, dating women, among other things.

The trading closed on the car ride to the airport a few hours before the Japanese return home. Due to time negotiated quickly, besides would not return home empty handed after spending a week in Argentina and the company I worked for my teacher ended up getting very good results. So remember that haste can lead to very serious mistakes

* Is it good to negotiate alone?

The answer to this question is yes and no. If when we have a good grounding in negotiation or we have to meet with another person, one by one. But in other negotiations is good to have a team, including lawyers, accountants, psychologists, experts in body language, project leader, etc.

For example by having a team, while we are simply the leaders of the project and evaluate everything we are silent, we can have soft negotiator to settle down a bit the other hand, another tough negotiator that gets a lot and others not lose.

Obviously a person can be 2 things at once, for example, you may be the negotiator soft and the project leader and a tough negotiator friend and accountant. But there are some combinations that can not be, for example, that you are the soft and hard bargaining to time. So keep in mind have a good team, combined or not, but efficient. Many times you will find a very strong team on the other side and you are not prepared they find and lose negotiation.

Credit to: Mariano Cabrera Lanfranconi