Negotiation is at the heart of all big business deals and even the little ones too. The simple rule is win. This means that both parties to the negotiation must feel that the outcome is goodfor them. No one must feel a loser in any way. Win; win is easily said but not so easily achieved. But if you don't win, you've lost. May be not right away, but you've lost at some stage in the future when you atleast need to lose.
CASE STUDY
The art of negotiation plays a vital tole in the following instances.
1. Business people trying to get a better deal for new computers.
2. Settling a departmental dispute.
3. Winning a new client.
4. Bringing legal fees down.
5. Defending presentation made for biddings (contracts).
CHARACTERISTICS OF A GOOD NEGOIATOR
A negotiator needs to play seven different roles all put together.
1. Comedian: Ability to listen and stay calm, able to laugh away tension.
2. Psychologist: Ability to understand moods and read the minds of the counterpart and making them feel good, in other words a good listener.
3. Detective: Ability to know the counterparts hidden agenda. A good listener.
4. Skilled interogator: Ability to extract information your counterpart does not want to reveal.
5. An actor: A good watcher and listener capable of playing any role your counterparts need, without exposing your own feelings.
6. Diplomat: Must not say no with any flourish nor yes until he is certain. Another good listener.
The common trend in the different roles is listening. To listen is the greatest compliment you can pay anyone. Listening gives one a chance to learn and know the things to contest.
MISCONCEPTIONS
There are some misconceptions about negotiation.
1. The person who is talking is in control, wrong, in actual sense the person listening is in control because the counterpart will run out of things to say in a given time.
2. When both parties cease to speak you have hit a deadlock - wrong! In trying to fill a silence, people often say things they regret.
3. When a proposal or statement is followed by a period of silence, the person who breaks the silence loses- wrong. The winner say, " I take your silence to mean that you are in agreement with me".
4. Overemphaisizing an opinion succeeds in convincing the counterpart - wrong.
FACTORS LIMITING NEGOTIATIONS
1. Resistance to charge: People see change as a threat. It is the negotiator's job to make change seem a challenge.
2. A tendency to think one's own thoughts in instead of listening.
3. The tendency to hear what you hoped you'd hear rather than what the other person is saying.
4. Making wrong assumptions, ask rather than make assumptions.
5. Secretiveness: Hiding your papers or holding them to yourself gives a wrong impression. The assumption would be you have something to hide.
6. Don't personalise issues, No doesn't mean, "I hate you or wish you were dead. "Everyone has a right to say no, so don't take it personal. It is very likely it was not intended to upset you.
CHECKLIST
1. Define the problem - In an attempt to define the problem focus your mind in two ways: firstly, the way your counterpart sees it. Once you have defined the problem for yourself it would be easy to know if you and your counterpart are talking about the same problem.
2. Open up to ideas - Go into negotiation with a free mind ready to accept alternatives. Creatives ideas which are the best solution soon emerge.
3. Identify the best solutions - The use of logical reasoning comes to play a vital role. It would be easier to find the solution that is acceptable to both parties.
4. Transform your ideas into action - Write an implementation schedules together. The aim is - commitment from both teams to the negotiation. There has to be a follow up on the plan agreed upon.
FEATURES OF A SUCCESSFUL NEGOTIATION
1. It is seen to be fair.
2. It ia arrived at with efficient use of time.
3. The outcome meets both parties interests.
4. The solution will be attainable.
5. You are willing to deal with each other again if the need arises.
"Price haggling" is a predominate feature in most business facets of our economy. It actually cuts across various social classes. Nobody likes being given the short end of a bargain. For all kinds of business endeavours the life line is a continuous patronage. With good negotiating skills this would surely be attainable.
6. Whichever side of negotiations you might find yourself, don't forget to ask for what you want - what you don't ask for, you don't get.
7. Never say - never - For instance, slamming a door in temper implies you never want to come back through it in future.
8. Resist the temptation to name - drop - who you know and their connections with the highly placed in the society might give you a good edge just this once.
9. Don't rely on other persons negotiation feats. It is not transferable; it has to be worked upon and is best described as an indidivdual achievement. No two circumstances are similar in totality. Athough the benefits thereof might accrue to a group of people.
10. Since everyone concerned is a winner there is really no need for you to gloat.
Negotiation is one 'Art' which enhances your chances of attaining perfection with more practice. Unconsciously you find yourself applying the guidelines into all sphere of your everyday life and the result is a life with less stress, people you interact with will definitely find it easier to describe you as an amiable person.