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Negotiation Guidelines

Negotiation involves with many aspects of our life. Lack of negotiation skills decrease our chances to achieve many things, improving these skills help us to succeed. Our negotiation strategy guidelines will assist you to be prepared and to avoid common mistakes that can be crucial in your negotiations.


Preparation before Negotiation Starts

  • Define your objectives and make sure that you know exactly what do you want to achieve from the negotiation.
  • Define the scope that you are entitled to negotiate on, in case you are not the top authority. Make sure all issues dealt during the negotiation process are in this scope.
  • Define the red and green lines. Make sure that it is crystal clear for you on what terms you reach an agreement or in the other hand end the negotiation.
  • Learn about your prospect's objectives and incentives. Try to understand their motives, what will benefit them and what will hurt their feelings (avoid this one).

Trust

In every negotiation process, the trust element has the greatest impact. Losing trust in the middle of the process can cause an immediate failure. Even if the process will not end immediately, many obstacles will rise right away in order to guarantee issues that were under good willing understanding between the parties. When the parties of the negotiation table are not familiar with each other, it is naturally that they come with a certain amount of suspicious; therefore it is very important to build trust and to be aware to this element.

Win-Win

Negotiation process is a tool for reaching an agreement. Bear in mind that your prospect is not your rival and not your opponent. The two parties are not "fighting" each other but have a common challenge.

Listen Carefully

Ask questions even if you think that you know the answers. Listen carefully to their answers, what they say, the way they say it, their body language. Identify what brings their emotions up and down. You can present your stand according to your findings and be sensitive to their needs and requests.

Clear Standing

Make sure that your requests and needs are clear to your prospect. When the issues are clear, they can be discussed and both sides can express their opinion or stand. At the end of the negotiation all the fog should be gone.

Control Your Emotions

Control your emotions and do not let them control your actions. Take a break when you feel that you react emotionally instead of strategically as planned.

Avoid Dead Ends

Take notes of discussed issues, agreed issues and issues to be solved. Define the next step to create continuity and not a dead end.


Negotiation process can consume a significant effort and it is harder when emotions are involved. Using these guidelines and practice them will make the whole negotiation process much easier.


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