Above all, the difference between a meeting or a meeting and a negotiation is that meetings are more of an informative-creative-tuning nature and are designed to solve a specific problem, while negotiating is primarily about reaching agreement on a particular issue.
Or, to put it more succinctly, it's not about the truth, it's about your success. Nevertheless, I have deliberately refrained from presenting "tricks" or unfair methods of negotiation - and there are a few of them.
However, I think that who objectively and fairly negotiates, in the long run has more of it than the one who seeks to achieve his advantage through feints and deceitful maneuvers. Below you will learn how to proceed in a negotiation.
Step 1: Prepare the transaction well
Make it a principle not to negotiate without first considering the following points:
- The most important prerequisite for a successful negotiation is: Clarify what you want to achieve. What is your goal? Think about what your "bargaining power" is. Where could you make concessions if you can not agree? Be aware that there should be no loser in negotiations. So do not go into negotiations if you know in advance that you will not be prepared to deviate at least a little from your position.
- Find out which people will participate on the "opposite side". What expectations and goals do your interlocutors have? Which motives are they driving? What minimum requirements will you not be able to do without, so what will be your lowest bargaining threshold?
- Set an agenda. Make a list of talk points and think about how to strategically arrange them. Where will your interlocutors be more likely to agree? Such points should be at the beginning.
- Set the time and place tactically favorable. Whenever you have the opportunity, you should conduct negotiations on "domestic territory". Schedule buffering times if the negotiation takes longer than you plan. The later in the day the start of negotiations is, the more likely the participants want to go home - and the sooner you may agree.
- Bring supportive contacts to the negotiation. Which colleagues or supervisors could help you enforce your request? Who has a high reputation with the other side? Who has sufficient technical and content competence to stand by your side? In general, your negotiation site should have at least as many participants as the other side.
Step 2: Welcome your negotiating partners
Make for a pleasant conversation atmosphere. Usually, negotiations do not start immediately with the actual topic - before that is the small talk.
Through some personal words (so-called "icebreakers") try to establish a positive relationship with your interlocutors; Do not stay too long in conversation.
Step 3: Name the topic of conversation
Before the actual negotiation begins, you should name the framework data.
Explain briefly the planned agenda, formulate the goal of the negotiation and tell how much time you have planned for the interview.
Step 4: Start with the interview
Now the actual transaction begins. In order to make progress quickly and to achieve concrete results, please note the following:
- The nuts and bolts of negotiation is the ability to listen. You often learn more when you shut up.
- Pay much attention to your nonverbal behavior - your body language.
- Stick to the agenda and do not mix topics.
- After each agenda item, drag an interim result. Keep this in writing.
- Put the benefit at the center of your argument. Show how your proposal helps to increase the benefit to the other side.
- Always document your statements with facts. Stay in the frame. They are not on an Arabian bazaar.
- Avoid the strategy, first of all, to demand a lot more, in order to give way. This is not only unjust but also discrediting you. In future negotiations, you will no longer be taken seriously or always assume that you are prepared for clear discounts or compromises.
- Make other suggestions that your opponent or competitor can not refuse badly. Of course, you can and must name the arguments that speak factually and professionally for your idea, but refrain from anything derogatory or devaluing.
- Do not put pressure on yourself, because you will not achieve any viable compromises. Therefore, do not use statements that leave your conversation partner with the choice to accept or reject your offer. Remember, you are not a blackmail but a bargaining partner. Not only in Asia but also with us is the principle: none of the participants may lose his face.
Step 5: Make a decision
If you are suitable, you should draw a conclusion. Repeat all the important points that you have agreed with each other in order to dispel any remaining misunderstandings.
Clarify the next concrete steps and determine responsible persons and appointments.
Step 6: Prepare the transaction
Inform all affected colleagues and employees in your institute /Company about the results. Implement agreements as soon as possible and analyze how the negotiation went from your point of view.
- Could you achieve your goals?
- Were you a fair negotiator?
- Where did you make mistakes?
- What could you do better next time?
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