Business Administration

Negotiation is a dynamic and alive, says Eduardo Press expert and organizational consultant. Few results are good or bad in themselves, all must be placed in context. If the previous process of a negotiation is a large gap between the parties, any approach can be considered a good result. In another context, with other actors, the same result can be considered negative.

To achieve some success in negotiations here are 5 ideas and tips recommended by Edward P.:

1. Have clear objectives: It is important to know what we want to achieve and where we intend to reach.
2. Differentiate the problems of people: Negotiators are people who are depressed, suffering, frightened, offended and interpret things their way. It is important to focus on the problem being treated, leaving personal issues and helping the other to do the same. The key is to focus the problem at hand and respecting people. How? Control your emotions. Do not react to an emotional outburst from the other. Listen carefully: what the other says it is a great source of information. Speak in first person: “I thought,” I believe “,” I think “,” for me. ” Avoid talking about them: “what you say, think, do.” Avoid interpreting what the other says, “you’re wanting me to say …”, “really what you want ….”
3. Pay attention to what is at stake: the interests: The positions reflect what the other says he wants: “I want the post of director for me.” The interest reflects the needs of others, desires, fears and concerns, “after many years of work, the company has to recognize my efforts and give me the post of director.” In general, after opposing and irreconcilable positions and shared interests are compatible and conflict.

How to detect interest?
Put yourself in the other and take a series of questions: Why the other takes this position? What can be going through your head? What can you fear? What may still be unmet need? What could be the barrier that prevents you from accepting my proposal? What interests may be affected to accept my proposal? Do I have any way to reassure the other party without substantial change in my proposal?
In a negotiation, ask your interests first, their reasons, their concerns and, finally, its proposal. If you boot with the other proposal hardly hear it. Probably be preparing its response.

4. Search for all benefits: In general, the agreements easier to achieve and enforce are those that involve a mutual benefit. Are agreements that respond to the classic win-win formula. The agreements with a single winner is debilitating, destructive relationships and short-lived. No one likes the other is off the hook. Or there will be no next time (bad sign if the other is a client) or the next time there will be revenge, a situation not recommended under any circumstances.
5. Find the objectivity: In any negotiation, it is good to use parameters and criteria that are not dependent on the personal will. Many times, negotiations become battles for domination of one over another. Then, considering previous negotiations, market values, professional opinions serves to protect businesses from these threats. The more “objective” criteria used is more likely to achieve successful and lasting agreements.

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