Successful negotiation requires preparation and hard work. This is a short guide with some recommendations regarding the negotiation process:
- Be prepared. Knowing in advance the strengths and weaknesses and clearly defining the objectives.
- Do not negotiate if it is not necessary. Establish the conditions at the beginning, because it provides a good position.
- Listen actively instead of talking. Ask questions to dominate the situation. Understanding and meeting the expectations of the other party lead to better agreements.
- Do not hurry. Impatience weakens the negotiating position. It is necessary to think over time to prepare it.
- Let the other party do their job. It is good to maintain a firm position on the basics if the interest of both is preserved. Let them make the first offer.
- Keep a margin for manoeuvre, making small concessions gradually.
- Maintain the integrity. It is not necessary to give all the information or accept all the conditions, but you should never lie or go back on an agreement.
- Stay connected with the expectations of the other party. Move forward and remove barriers.
- Use the force with subtlety. This is very delicate and can turn against you.
- Search for familiarity. A common environment of ideas and expressions can anticipate reactions and enhances interpersonal relationship.
Finally, keep in mind that the result of the negotiation process should be satisfactory for both sides, so you must creatively devise solutions that benefit the other party too.