Every day we are interacting with people to make a living.
Each of us, as humans, establish many kinds of relationships at many different levels. The success or failure of most of those relationships has to do more with the rules we set up and what is behind each of them.
In order to build solid relationships, since the very beginning, we need to start an honest, successful negotiation process in which all the sides that take part of it are aware of their value during the process and also what they have to contribute with:
The cards on the table to avoid misunderstandings and disagreements.
But before we go further, answer the following questions:
For you, what is negotiation?
Do you think you take part of at least one process of negotiation everyday? If so, give examples.
Take a few minutes to think about your answers. Remember to watch your words carefully, this is all about communication.
To come clear, we are going to define negotiation as
The hammered out process of agreement of two or more parties that come together to set up a framework in which, either one or all the parties end up satisfied with the desired results.
In order to work out the negotiation process, it becomes a need to fulfill some specific aspects that we grouped in the following check-list:
Become an expert on your business:
Learn by heart every single detail from your service or product in order to be ready to give precise information & answer client’s tricky questions.
Know the figures:
The art of bargain is not an improvised skill, so in order to master it, you should go deeply into it. Numbers are the foundation to obtain the best from bargaining: profit, net value, revenue, and so on, are fundamental figures to succeed in business. Then, before jumping into the negotiation arena, make sure you know your own numbers to make a good profit out of them.
Improve your business pitch & sharpen your public speaking skills:
At a first glance, this might be seen as irrelevant. Nothing more distant from reality than this misconception. The correct usage of vocabulary & the appropriate language will lead us closer to the goal so be careful when picking out words & the way you express them.
Understand your counterparts’ mind:
By putting yourself in the shoes of your counterparts & learning about them priorly, you will humanize the whole process. Assuming that we are here not only to win by taking advantage of the weaknesses of the other part but to grow and help others grow as well, we will change our chip from a win-lose to a win-win negotiation.
After all of this, we can conclude that preparation will give us a significant advantage over our counterparts. Know the numbers, study the other parts involved in the negotiation & the terrain, always be ready to pitch your business ideas, & most importantly, know your own possibilities & limits.
What are you waiting for? Put yourself into action now!
“Supreme excellence consists of breaking the enemy’s resistance without fighting”. — Sun Tzu, The Art of War