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Negotiation Techniques
What is it?
Negotiation is the process of searching for an agreement that satisfies
various parties. An agreement may be reached either through a barter or
through real negotiation. A barter allows only one party - the party in a
position of power - to "win"; the other party is forced to accept something of lesser value. A real negotiation implies a "win-win" situation, in which all parties are satisfied.
Who uses it?
The team members, the manager.
Why use it?
To avoid dominance by one or more parties and to ensure a "win-win"
situation where all parties get their needs met.
When to use it?
When different parties want or need to reach an agreement about the way to
work, the program, the assigned functions, the responsibilities, the
supervision, etc.
How to use it:
- Analyze the interest of the parties: This is important
to understand the perceptions, the style of negotiation, and the interests
and principles of the counterparts, as well as one's own.
- Plan the negotiation, and determine:
- What are the expectations from the negotiation?
- What are the terms of the negotiation?
- What are the nonnegotiable terms and what can be
modified?
- What is the minimum that an agreement can be reached on?
- What is the negotiation strategy?
- What are the most important interests of the other parties?
- How does one interact with or manage people?
- Select the appropriate negotiation technique from among
the following:
- Spiraling agreements: Begin by reaching a minimum
agreement even though it is not related to the objectives, and
build, bit by bit, on this first agreement.
- Changing of position: Formulate the proposals in a
different way, without changing the final result.
- Gathering information: Ask for information from the
other party to clarify their position.
- Making the cake bigger: Offer alternatives that may be
agreeable to the other party, without changing the terms.
- Commitments: Formalize agreements orally and in writing
before ending the negotiation.
- Negotiate: Be sensitive and quick to adapt to changing
situations, but do not lose sight of the objective. Avoid confrontational
positions and try to understand the interests of the other party.
Some aspects that could interfere with the negotiation are:
- personal positions and interests
- psychological and emotional aspects of the persons (place,
placement of chairs, body language, gestures, etc.)
- difficulties in communication (differences in languages,
different meanings of the same words, etc.)
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