The art of the negotiation process leads to success in various areas of human activity. The rules of conducting business negotiations guarantee success in business.
Skilful negotiation involves the sequential implementation of the following steps:
a) first contact with the negotiators;
b) the "rules of the game" are defined;
c) the position of the partner is evaluated;
d) one of the preconceived scenarios develops;
e) "bargaining" is conducted, concessions are made;
(e) Negotiations end with the adoption of a mutually acceptable solution.
Methods of conducting business negotiations are aimed at developing a result that would suit all parties. Such negotiations can be called principled and constructive.
So, the method of finding a common solution causes a comparison of the opinions of the negotiators with personal interests, the allocation of a common solution zone.
The compromise method suggests that partners make concessions in the event of unresolvable differences.
The method of separation of the problem will help to solve the problem not as a whole, but in part. In this case, agreements are reached on individual issues that constitute the problem.
Negotiating should be aimed atagreement. However, success is not always easy. The art of negotiating communications involves the use of various tactics to respond to the actions and utterances of the interlocutor. The ability to adjust one's behavior depending on the partner's behavior is the ability to predict possible "if ..., then ..." in the process of communication.
Examples:
If overstated requirements are presented, then I will make it clear that such conditions are not discussed.
If they hurry with time, I will explain that I can accept the proposals of other partners.
If they bring unknown facts to me, arguments, then I ask you to specify the source, read the original.
If unknown terms are quoted, I will ask you to clearly explain their meaning.
If they interrupt, I will persistently ask them to finish their speech.
Effective negotiation depends on whether,who participates in the negotiations: one representative or team. In both cases, there are advantages. In the sole conduct of negotiations, the responsibility lies with one person, the interlocutor can not weaken the position due to disagreements in the team. However, a team consisting of specialists from different areas will form a stronger opposition if necessary. In any case, at the very beginning of the negotiations, it is necessary to submit the powers of each party in writing.
Business negotiations are, first of all, equal dialogue. Therefore, the extreme is the desire to force a partner to discuss only their own positions and listen only to your opinion.
Negotiating implies a deviation from interpersonal relations (sympathies, antipathies) and a focus on business matters only.
Some details can increase the effectiveness of the negotiation process. So, for example, in the case of protracted negotiations, it's worth taking a break or postponing the discussion for a while.
It is necessary to avoid the desire to convince the interlocutor, to prove the fallacy of his position. The concession of a partner should not be regarded as a weakness, but a desire for cooperation.
An error is considered the emergence of "internal negotiations" between members of one delegation. If you need to discuss a question, it is better to ask for a break.
Decision-making depends on specifying how the decision can be implemented. There are several ways to implement the solution.
It is necessary to take into account the features of communication and behavior of a partner of another country.
