The success of any commercial organization largely, if not entirely, depends on the ability to communicate and negotiate. The art of negotiation is developing since ancient times, and such skills are highly valued today. If we consider negotiations as a process, only a correctly built strategy and strict adherence can achieve the desired results. Planning and preparation are vital to building successful business relationships, but ultimately, negotiating skills come with training, practice, and experience.
What Does the Effective Negotiation Assume?
Negotiation is a process of interaction to influence the decision-making of the other side. The success of the procedure depends on the effective management of relationships to achieve a mutually beneficial result.
The ability to resolve disputes professionally, avoid creating tensions in the relationship is crucial to reach the best result, regardless of whether the negotiations are internal or external.
Regardless of whether you are negotiating with team members or representatives of an important customer, a meeting should be thoroughly prepared to bear the needed results. First of all, you need to define interests, both of your side and the opposing.
Know the authority of your opponents
Understanding who is opposing you at the negotiating table will help decide the outcome of the case. Most important is to make sure the negotiations are conducted with a key player who has decision-making power. Negotiating with subordinates, whose decisions can be overruled, is a pointless exercise.
Stick to your line
An experienced negotiator will stick to the conversation’s main topic without getting distracted by the little things. You need to prepare for unexpected questions that might get in the way. It is better to create all the possible role scenarios in advance to manage the course of the meeting in different directions.
Identify and solve the major problems
Regardless of whether a significant contract is being concluded or a staffing problem is being addressed, it is essential to understand all parties’ tasks and not discuss unrelated topics. Start the meeting with the questions that each side has and achieve a mutually beneficial outcome.
Essential Skills for a Successful Negotiator
Negotiation skills can be learned and honed through practice. For example, the CMA Consulting negotiation skills curriculum covers the basics that add value to virtually any business interaction.
Our negotiation courses teach in practice how to:
- Orientate in a complex environment, overcome differences, find common ground, and reach consensus;
- Conduct a dialogue at a high intellectual level, regardless of the other party’s behavior;
- Establish your own image as calm, assertive, and honest;
- Skillfully operate with formulations that allow constructively achieving the results;
- Make the right impression upon any audience.
What are the personal qualities that help to make the most of the training?
A successful negotiator should have:
- Analytical mindset. When facts are presented correctly and consistently, an agreement can be reached much faster;
- Empathy. Reaching consensus is easier when you can put yourself in the shoes of the opposite side;
- Good planning skills. Developing a strategy and tactics for negotiations while providing the grounds to rebuild quickly if proceedings would turn unexpectedly is always the right decision;
- Oration. Correct rhetoric and motor skills are essential for dialogue. The negotiator must be able to clearly and logically explain their own point of view while perceiving the interlocutor’s train of thought;
- Communication skills. Information should be presented in an accessible language. The ability to listen, understand the meaning of the other side’s arguments, and respond without offense leads to a compromise.
These personal qualities can make or break a negotiator. Now let us provide some useful recommendations that will help you quickly grow as a mediation expert.
- Be polite. Follow the rules of etiquette, even if the negotiations suddenly went awry. Image is everything for business, even if not at the occasion, then next time you will achieve a result.
- Speak only the truth. The other side may know much more about you than you think.
- Bluff in moderation. Do not display your happiness about the scope of reached agreements. On the other hand, don’t claim too often that there is an alternative.
- Find out why the vis-a-vis needs cooperation and why their choice fell to you. This makes it easier to build a line of conversation and choose rhetoric.
- Explain your organization’s principles of work, corporate culture. Provide complete information about yourself to avoid unpleasant surprises.
Negotiating is an integral part of any business process, without which the path to the final goal will be significantly difficult and sometimes impossible. By incorporating negotiation into your overall strategy and other operations, you are bound to achieve the desired results.