Negotiation Skills

Negotiation is an exercise that happens in almost all interactions. Some negotiations are formal whereas most negotiations are informal. The present article is more about formal negotiations, though some principles apply equally to all negotiations. These pointers will also help you in job interviews, business negotiations, buying, selling, contract, or any type of agreement.

Basics of Negotiation

Certain basic features are present in all negotiations. You are on one side of the table and there is always another party whom you should convince about your point of view. Sometimes, you may allow the other party to convince you, too.

The following are the basic steps you should follow.

Do your homework properly

The more you know about the other party the better it is for you

Have a set of alternatives

Be prepared to give in

Have a pleasing personality

Types of Negotiation Skills

Negotiations are a form of conflict resolution. It could be an internal conflict or an external conflict. Depending upon your status in the negotiation as well as your capacity to negotiate, you should use one of the following types of negotiation skills to succeed.

Approach

Avoidance

Compromise

 Using Silence and Questioning

Silence and questioning become two important tools in negotiation. These skills should be practiced diligently to make them effective.  Information acts like a razor blade because it can cut both ways. Learn how to handle information during negotiation.

When in doubt be silent

Better to be silent than commit yourself unnecessarily

When you can’t answer a question ask a question

Try to get more information from the other party

Not revealing some information that is detrimental to negotiation

Seeking details about more information that facilitates negotiation

 Eliciting Questions

Guiding the conversation in such a way that the other party asks questions to which you have credible answers is a skill that should be practiced. Initiate curiosity so that they ask you more questions.

Lead yourself towards questions

Make the best use of the questions

Choose to answer

Do not entertain irrelevant questions

 Answering Questions

Answer questions in such a way that you do not commit yourself too much. Allow scope for negotiations while answering questions. Do not reveal whatever you know. Try to inform what the other party ought to know.

Back up yourself with facts and figures

If you are not sure of the answer, say you will come back later

When in doubt always mention higher authority

Be precise and to the point

Minimizing Conflicts

As mentioned earlier, negotiations are part of conflict resolution. The objective of your negotiation should be to reduce conflicts and make choices. Some choices are helpful to you and some or not but you should always look at the big picture.

Do not argue

Do not offer reinforcements

Have empathy

Understand your role as a negotiator

Maintain emotional balance

Be rational in approach

Strive for a win-win situation

Decision Making

A finesse in decision-making skills where you weigh the pro and cons is necessary during negotiation. You must always consider the consequences of the decision and their effects in the long run before you make a decision.

Be aware of what you will lose and what you will gain

Make decision

Do not postpone

Do not procrastinate

Stick to the decision

Take responsibility

            In short, negotiations skills involve knowing about the basics of negotiation, using the appropriate type of negotiation skill, using silence and questioning, eliciting questions, answering questions, minimizing conflicts, and making decisions.

CLPN

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