What you shouldn't forget during negotiations

In order to conduct a competent and effective meeting, avoid these situations:

• You are nervous and fidgety.
• Do not indicate goals and objectives at the beginning of the conversation.
• You do not know anything about your opponent and the rest of the negotiators.
• You have not prepared a plan for how to conduct the conversation.
• You cannot confirm your words due to the lack of data, reports and tables.
• Provoke a conflict situation.
• Show with all your appearance that you are not interested and it would be time to finish.

01/23/2022

Effective Negotiation Process: Tips

We have collected some effective tips on how to negotiate properly.

• Stick to the rules of etiquette, be polite with the interlocutor.
• Try to predict the actions of your opponent, a prepared plan will help you in this. So you can smoothly lead the interlocutor to the desired question and give a clear answer to it.
• Do not disregard the opinion of your opponent, listen to what he is saying and what he wants now.
• To avoid conflicts - at the beginning of the conversation, define the goal and tasks that will be discussed at the meeting.
• If you have moved away from the topic and your opponent corrects you - take it calmly and return to the main question.
• Help the interlocutor develop a thought if he did not explain something or chose not to deliberately dwell on a moment.
• If, in the midst of negotiations, you realize that you are overwhelmed with emotions, say so calmly and take a break.
• To reach understanding, summarize. This will also help the participants to see that the conversation has gone beyond the original topic and need to return to the main question.

01/22/2022

Business Negotiation Rules

1. Set realistic goals and objectives. For example, if you want to attract an investor, evaluate his capital and think about the maximum and minimum amount that he is willing to invest.
2. Try to adhere to democratic communication, do not show your power and authority, so as not to once again antagonize the interlocutor.
3. Study the background of your future opponent. Read about him on social networks or search for data through search networks, and also interview acquaintances. Analyze and find out what are the strengths and weaknesses of the interlocutor, what are his interests and needs, and also assess his financial condition. If you are engaged in the production of radio-controlled trains, and the future investor has a railway in the lobby of the company, you may be able to reach an agreement with him faster.
4. When giving a speech to an opponent, back up your words with accurate numbers. People want to be clear about how much money they will spend and when they will make a profit.
5. Ask questions and ask again if something is not clear. If you and your interlocutor work in different areas or you have a big age difference, you may not find a common language from the first word.
6. Write down theses and important information. This will help to avoid ambiguity - and if it does, you can ask additional questions at the end of the conversation based on your notes.
7. Don't make excuses to your opponent or show your weakness. If you are confused about some answer - calm down, drink some water and start over.
8. Avoid conflicts and disputes. If the interlocutor deliberately provokes a conflict, redirect the conversation in a different direction.
9. If the conversation lasts longer, take a break to defuse the situation. Signing a deal with a large company may require more than one meeting - so don't worry if you don't come to an agreement the first time.
10. Avoid intrusiveness and give your opponent time to process your words to make an informed decision.
11. Keep promises. For example, if you predict the return on business in a year, do it.

01/20/2022

Roles of negotiators

In the course of studying books about business, by authors such as Ivar Unt or Roger Fisher, we learned about the psychological portraits of the negotiators and decided to talk about them in this section.

Leader

A self-confident person who has a well-delivered speech. He takes the lead in negotiating and speaks for the entire team.

To cooperate with him and be on the same wavelength - switch attention to yourself, ask additional questions, give arguments, invite a third party to confirm your thoughts and ideas of the opponent. Find out what results the leader wants to achieve - and make concessions on some issues, while thinking over a move, thanks to which you can win just like your opponent.

Deputy Leader

Usually this person listens carefully and monitors the progress of the negotiations. This could be a lawyer, economist, or business partner. He supports and advises his supervisor what to do next and how best to do it. He is also able to moderate the course of a conversation and draw attention to details that are important to him. For example, to those that you decided not to touch during the main conversation - which means you may not be ready to answer his question.

Stick to your plan and don't divert the conversation. Say that any additional questions can be discussed at the next meeting - or you will provide a detailed answer within a few days. If you know in advance that there will be such an opponent in the negotiations, prepare several detailed answers for each paragraph of the presentation.

Observer

As the name suggests, this person observes what is happening and analyzes the information received and the nuances of the behavior of both parties. This can be an analyst or an assistant manager who writes down the theses and tries to "figure out" the interests of opponents.

To understand the thoughts of the observer, periodically involve him in the discussion process - you can ask questions and ask his opinion.

Good guy

An open and sociable person who gestures and smiles a lot. Opponents are imbued with sympathy and trust for him, which is fraught with a loss of vigilance in difficult issues. This could be a director or a confidant who has only one task - to distract you.

Throughout the meeting, you will have a pleasant negotiating feeling, but when you are done, you may be "led". Therefore, turn your attention to the other participants in the conversation and ask them questions.

Bad guy

A self-confident and cocky person who will be happy to interrupt you and constantly express negativity. This behavior leads to conflict, but this person is playing on the fact that you give the slack and take the opponent's side.

Do not succumb to his provocations, do not show reciprocal aggression, behave calmly. Try to shift your attention to other participants in the conversation, and if for some reason you can't do this, answer the bad guy's questions, focusing on statistics that are difficult to argue with.

Optimizer

A calm and focused person who analyzes the arguments of both sides. He, as a mediator, helps to get out of deadlocks and point out inaccuracies in the position of one of the participants.

If an optimizer is sitting in front of you, try to support him and listen carefully, as he helps opponents to agree and come to a common solution.

01/19/2022

Discussion

When you move on to the main thing, namely, the search for a solution to the problem, be careful, do not go into an argument and do not raise your voice. Respect your interlocutor, try to calmly discuss mutual benefits.

If your opponent is nervous, switch his attention for a while - tell about the other side of the “good” decision, in his opinion. If you don't have an argument like that, just suggest taking a short break. Remember, your goal is to reach an agreement on terms that are beneficial to all parties.

01/18/2022

Opinions of two parties

At this stage, it is important to listen to your opponent - and not be afraid to ask clarifying questions in controversial moments.

Remember! Your opponent is the same person, with his own needs, thoughts and feelings. He is also worried and worried, doubts something. Therefore, during the conversation, help and support each other.

While the other side is giving arguments and sharing ideas, mark the key points or turn on the recorder so that after the meeting you can once again scroll through the options for solving the problem in your head.

During your speech, try not to deviate from the topic and the original plan of the presentation, do not add unnecessary unnecessary information to the story.

01/16/2022

Preparation and planning of business negotiations

First, discuss with your opponent how many people will participate in the negotiations and what are your wishes for the format of the conversation. Collect information about all participants - name and title, so you know how to contact them. Discuss the interests of the parties and the results you want to achieve.

After that, move on to choosing a meeting place and time. It is better to discuss business in the morning - with a fresh mind, while business and fatigue have not yet accumulated. Talk to your opponent when and where it would be more convenient for him to meet - or immediately suggest your version, but be sure to tell why it is there and then it is best to have a conversation.

Decide how the information will be presented - presentation, film, document or product show. Based on this, find the necessary equipment - a projector, TV, computer or copies of the contract in sufficient quantity.

Prepare an action plan: a main text-cheat sheet with theses, possible questions and answers - for example, reports, tables or supporting documents, as well as options for solving the problem.

Do not forget to come to an important meeting neat and clean. They are greeted by clothes, so think about your look in advance. It doesn't have to be a suit or an evening dress - it all depends on the general environment and the dress code of the rest of the participants.

To make the negotiations comfortable - start the conversation with simple questions. When you feel a friendly and relaxed atmosphere, move on to the main question. All participants will be able to more easily hear and understand the views of both parties.

01/15/2022

Business negotiations and their types

Business negotiations are a form of business communication between partners, it is aimed at finding a constructive approach to solving a problem, concluding contracts and transactions, and resolving controversial issues.

Negotiations can take place at any site: in your office, in the opponent's territory, or at a neutral location. This will depend on several factors: the provision of information and documents, the convenience and wishes of the participants, the nature of the conversation, the mood of the opponent - this may be fear or uncertainty if negotiations are taking place on someone else's territory.

To make all participants feel comfortable, agree on a meeting place in advance and prepare drinks, pens and notebooks, and also provide a break, for example, a coffee break.

According to research, a hungry person focuses on his needs and does not compromise, while a well-fed person is more loyal and attentive to the negotiators. Therefore, very often the beginning of a conversation is carried out in a restaurant or cafe.

Types of business negotiations

• Official - adhere to protocol and strict procedures. For example, hiring an employee or entering into a deal with a supplier.
• Unofficial ones do not provide for the signing of documents and rather resemble a casual conversation. For example, discussing the tasks of the development team or generating development ideas with a partner.
• Internal - meeting with employees or managers within the company. Resolving issues on holding a corporate party or discussing annual reports.
• External is the relationship with customers, partners, suppliers and investors.

01/13/2022

Types of negotiations

In this section, we will look at the main types and types of negotiations, their styles and format.

The main classification of negotiations distinguishes two types - positional and rational.

Positional negotiations

In this version of the negotiations, it is necessary to understand the positions of both parties and discuss the views on the solution of the problem.

The format of positional negotiations is of two types:

• Gentle - helps to reach agreement and maintain a favorable relationship. This can sometimes lead to ineffective solutions when the parties make concessions to obtain a compromise.
• Tough - each side stands on its own, ignoring the position of the interlocutor.
• For example, a discussion of the cost of renting a premise, when the tenant asks to reduce the price, and the landlord has already voiced his position. Opponents may come to a consensus, while agreeing to concessions, or never achieve a positive result.

The most successful strategy in positional negotiations is a balance between the two formats, namely the desire to achieve the desired result, while maintaining a positive relationship with the opponent. At the end of the article, you will find useful tips and advice on how to properly negotiate.

Rational negotiation

They are also called principled negotiations, in which it is important to discuss and examine the interests of all parties. Partners develop solutions and deliver effective results. Each of them always gains more than they lose - in contrast to positional negotiations.

Participants can invite a third party to evaluate the solution - experts, economists, intermediaries, or analysts.

Examples of rational negotiations. Building and maintaining international relations or creating a common business - for example, a sports nutrition company and a fitness supplier set up a center dedicated to health promotion and related products.

The flip side of principled negotiations in international relations can be separate negotiations that are conducted with the enemy secretly from the allies or without their consent, for example, to resolve military issues.

How to negotiate correctly:

• Identify the interests of the two parties and the subject of negotiations. Try to put yourself in the shoes of your partner and see the problem from his side, and in case of any doubts, immediately discuss the details.
• To reach agreement, focus on common interests, not differences in positions.
• Work out mutually beneficial terms and solutions to the problem. Don't be afraid to come up with a “stupid” idea, in your opinion. Shared discussion can be compared to brainstorming, which helps to find unique and interesting business solutions.
• Evaluate the result of negotiations on objective criteria - these include, for example, available market statistics and pricing data.

01/12/2022

Negotiation functions

Next, let's look at the functions of negotiation and their benefits.

• Joint search for a solution to the problem. Opponents should not conflict, but, on the contrary, should respect both their own and other people's interests.
• Informing. Obtaining data on how the parties see the problem, what solution they can offer and on what conditions they are ready to cooperate.
• Communication builds and strengthens partnerships.
• Regulation. Negotiations coordinate the actions of the participants and direct them towards solving a common problem - so that personal grievances do not interfere with the process.
• Propaganda. The company creates a description of its activities and mission, which will tell the public to attract allies.

01/11/2022

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