• Negotiation is a process by which the partners aim to achieve the most
favourable solution of a problem or conflict situation.
• Negotiations should:
Be beneficial to both parties,
Be based on communication and collaboration,
Rely on reaching compromise, which both partners agree (consensus).
More information on the pages listed below:
• Negotiationbeyondconflict.com, Definition of negotiationshttp://goo.gl/ohz93
• Enterpreneur.com, Negotiations http://goo.gl/5uP8M
• Au.af.mil, Negotiations http://goo.gl/osyVs
•Youtube.com, The 4 steps of negotiations process http://goo.gl/ZTuAs
What are negotiations? What are they for?
If you want to succeed in negotiations follow these six rules:
1. Never agree to first offer without negotiation. Remember that the starting offer is typically overstated, so it is not worth accepting it without negotiations.
2. Put yourself in the situation of your partner. Think what is important to him and what could he possibly give up, after analysing you will be able to predict his actions and it will be easier to negotiate.
3. Do not limit discussion to one issue. A wide range of topics allows you to divert attention to other issues and to return to the left topics in the most favourable time for you.
4. Agree on some negotiation points reported by your partner if possible, especially if it will not cost you too much. Your opponent will receive it as his great victory. Everyone likes to win, let him feel that something was accomplished. Trade-off will work automatically and then you will get something from him.
5. Remember to always separate the people from the business. Business is critical to the negotiations – not people. Privately you can be a friend of your negotiation partner, but when it is necessary you should consequently negotiate about issues important to you. 6. When negotiations achieve a successful transaction, congratulate your opponent and say a
few words about his good negotiation skills.
If you are not sure how to behave during the negotiations, don’t worry. We have some advice for you:
Do not be afraid to ask for better conditions. You have a right to want more. Simply make sure nothing more can be done.
If you hear "no", try at least one more time. Polite question, even if repeated, will never be left without an answer.
Do not show off, do not be overenthusiastic. Try to be yourself – this is always the best way to gain the most.
If an opponent asks you for something - always ask for something in return.
Always be prepared to stop negotiations. If you see that you're stuck in a place do not be afraid to break the negotiations. You can request a change of a negotiating partner and try again.
•
Consider whether these features are your strengths or
weaknesses. If most of them are strengths – it’s more likely,
that you will succeed!
sense of responsibility, talent to convince others,
ability to observe and listen to others, interdisciplinary knowledge,
knowledge of foreign languages, compliance with the rules of ethics,
external conditions of negotiator, such as kindness and tact, elementary principles of education, etc.
•
If you have identified some of the features mentioned
previously as your weaknesses, find out about the most
popular negotiating skills and abilities – learn them, train and
believe in yourself!
•
Careful preparation:
– Write down targets of negotiations.
– Score them from most important to least important (Now you know
why you need to negotiate and what is your target).
– Try to analyse the situation and plan the next steps.
– Get as much information as possible about issues and problems that
will be discussed during the negotiations.
– Do not let anything or anyone surprise you.
– Analyse strengths and weaknesses of their and your situation.
What abilities and skills are useful
in the negotiations?
• Brilliance
– Be as fast as you can.
– Analyse problems, search for solutions, precisely respond to questions during
the negotiations.
– Be creative.
• Precision of expressing
– Speak clear and simple language.
– Determine the order of issues and keep up with it- this scheme will help you
not to miss any issues.
• Careful listening
– Show interest to your partner.
– Pay full attention to the other side.
– Keep in mind, that e.g. you should not look at your watch or write sms.
– Ask questions – your partner will know that you understand what he is saying
and you can also obtain some additional information.
What abilities and skills are useful
in the negotiations? (cont.)
• Proper evaluation
– Constantly analyse your negotiation results. – Try to be objective and fair.
– If you see that something is going wrong try to fix it.
• Honesty
– Be honest during negotiations.
– Remember that if you choose to cheat or lie – you can do it only once. Nobody
would like to cooperate with an unfair company for a second time.
• Persuasion
– Accurate selection of the arguments.
– Accurate, consistent and factual presentation of the arguments.
• Patience
– Avoid quick decisions and forcing the other side to them.
What abilities and skills are useful
in the negotiations? (cont.)
•
The business etiquette is the basis of behaviour in
professional and also public life.
•
It determines the rules of good manners.
•
Knowing the etiquette is also very important in
formal situations.
•
Business etiquette makes communication and
negotiation easier.
Communication and business culture
- business etiquette
Picture © Khaki in Stockvault.net
More information on the pages listed below:
Youtube.com, Etiquette and International Protocol http://goo.gl/avC8K
Youtube.com, Negotiating with Japanese Business Partners http://goo.gl/nQvGa
Youtube.com, Japan Business Etiquett (Business Cards) http://goo.gl/jPlt1
The business etiquette - the savoir vivre in business are:
•
The way of communicating your ideas, respect for your business
partners and presented body language.
•
Proper manners, following relevant norms and standards in the
country or the community.
•
Skills – greeting, eating, giving business cards, correspondence,
adjustment of clothing for the occasion, etc.
Communication and business culture
- business etiquette (cont.)
More information on the pages listed below:
•Youtube.com, 20 Tips on Chinese Culture for Successful Business http://goo.gl/FZUqj
• Youtube.com, 10 Tips on Arab Culture for Successful Business in the Middle East http://goo.gl/Pvlxw
•Youtube.com, Etiquette-Business-Russia http://goo.gl/MjOo3
•
Be punctual. It is very important especially if you want to be
regarded as a responsible and reliable person.
•
Remember about polite and appropriate greeting, take into
account existing rules in the group or community.
•
Do not overuse gestures and remember that in business, as a rule,
you do not touch people who participate in discussions.
•
With due respect, get and give each other business cards
– there
are cultures in which the exchange is a very important ritual.
•
Demonstrate patience and openness, even if the person you are
talking to is not able to say information clearly.
•
Avoid
topics of conversation relating to private issues
(e.g.
family), if there is a need to establish personal / direct contact,
focus on neutral topics (e.g. weather).
•
Pay attention to the style and proper language, for example there
are communities in which using polite forms is extremely
important.
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This project has been funded with support from the European Commission.This publication reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein.
