Negotiate successfully in 6 steps: Stay objective and fair


Work well, plant 500 trees! About us make the Working World more Human and Ecological, so we donate Revenue for Certified Afforestation. As Publisher Best of HR - Berufebilder .de® you can unique Book Concept, on Demand eCourses and News Service we share 15 years of Experience with our Customers (Samsung, Otto, State Institutions). By the Top 20-Blogger Simone Janson, referenced in ARD, ZEIT, WELT, Wikipedia .
Copyright: Artwork created as part of a free collaboration with Shutterstock. ,

This sequence is not just about classic sales negotiations, but generally about conversations, in which you try to get your point of view, your idea or your solution for someone else.

Negotiate successfully in 6 steps: Stay objective and fair


Text as PDF, book or eCourse on the topic or personal advice

Here writes for you:

Professor Dr. Martin-Niels Däfler Professor Dr. Martin-Niels DäflerProf. Dr. Martin-Niels Däfler teaches at the University of Economics and Management (FOM) in Frankfurt am Main.

Profile

From the author:

Best of HR Berufebilder

Read


Best of HR Berufebilder

Read


Best of HR Berufebilder

Read


Negotiation meeting

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 subjective: it's not about the truth, it's about your success. Nevertheless, I deliberately refrained from presenting “tricks” or unfair negotiation methods - and there are some 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.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

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 chip" is. Where could you make concessions if you can't agree? Be aware that there should be no loser in negotiations. So don't go into negotiations if you know in advance that you won't be willing to deviate at least a little from your position.
  • Find out which people on the “opposite side” will participate. What are your expectations and goals? What motives are they driving? What minimum requirements will you probably not be able to do without, so what will be your lowest bargaining limit?
  • 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.
  • Determine the place and time in a tactically favorable manner. Whenever you have the opportunity, you should conduct negotiations on “domestic territory”. Plan for buffer times if the negotiation takes longer than you plan. The later in the day the negotiation begins, the sooner the participants want to go home - and the sooner you may be able to 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.

Try to establish a positive relationship with your interlocutors with a few personal words (so-called “icebreakers”); However, do not linger too long in the 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.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

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?

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!


Text as PDF, book or eCourse on the topic or personal advice


Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save). Or for a little more directly an entire book or eCourse with this text buy, read on.

3,99 Book now



Book on the topic with discount: This text is also available in book form and you can buy the title here in two languages. You can also preview the book first look at and then purchase directly on the book page with a 20 percent member discount.



German edition: ISBN 9783965961043

7,99 Buy directly

English version: ISBN 9783965961050 (Translation notice)

7,99 Buy directly


Book on the topic with discount: This text is also available in book form and you can buy the title here in two languages. You can also preview the book first look at and then purchase directly on the book page with a 20 percent member discount.



German edition: ISBN 9783965961043

7,99 Buy directly

English version: ISBN 9783965961050 (Translation notice)

7,99 Buy directly


Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!

19,99 Book now


Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).

179,99 Book now


occupations pictures

You want to comment here? Please the Debate Rules comply, contributions must be unlocked. Your eMailAddress remains secret. More information on the use of your data and how you can counter this can be found in our Data protection declaration / Privacy Policy.

  1. To follow debate on this post
  2. All debates follow
  1. Heinz

    Remain objective and fair, that I do not laugh! In which dream world do you live !?

Post a Comment

Your email address will not be published. Required fields are marked with * .

JaI would like to be regularly informed about the latest promotions & offers Newsletter be informed.

I hereby accept the Debate Rules and the Privacy policy with the possibility to contradict the use of my data at any time.