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Skills
for “win-win negotiation”
 Massimo
Brizzi has been an Ottantaventi partner since 1992.
He works in Italy for companies of National and International importance
and participates in International training
projects.
“Do you prefer to give me a further discount of 4% or to reserve me six months of free assistance, with payment within 30 days instead of 60 days?”.
It’s sure that salesman will oppose and he will try to offer to the customer less than he asked. On his part, customer is going to ask more than he needs, because he knows that it will be possible for him to retreat to his aim.
The joined agreement will be adeguate for both of them.
This situation remind us an important effective negotiation rule: an effective negotiation allows both parties to win, i.e. they
agree with reciprocal satisfaction, thanks to one or both of them ability.
Some important skills for a “win-win negotiation”:
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Know (or at least make a plausibile hypothesis about) the possible negotiation issues and the other party.
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Understand both your and their
possible concessions and the unnegotiable positions (it’s very useful to understand if the other party’s positions are really as you think they are).
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Identify
questions to ask, probable objections and points of
resistance, how much time each of us has to invest, the other party’s
needs, level of commitment and motivation.
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Always remember the
reciprocal advantage objective.
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Ensure that you have understood negotiating roles and the
balance of strength (beware of inferiority or superiority complexes).
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If it’s possibile or necessary, change the negotiation landscape by introducing
alternatives and new hypothesis: payment terms, delivery terms, warranty options, training courses delivered in alternative periods, etc.
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Negotiate and emphasize your
concessions; welcome and reward the other party’s concessions. The way we make (or accept) a concession is often more important and effective than its contents.
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Have a collaborative, solution oriented attitude,
avoid being confrontational.
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Facilitate effective negotiation conclusions.
To evaluate and improve your “win-win negotiating” skills, attend the
Course
The
Art of Negotiation.
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