Developing Negotiation Skills
By Rupal Jain
Oxford Dictionary defines the term “negotiate” as a “confer
with another person with a view to compromise or agreement…to arrange
or bring about”. Thus, Negotiation means taking decision with an
objective to create a “win-win” situation for both the parties; for
mutual benefit and positive outcome. It also helps to save time,
energy, reduce stress, encourage team spirit, enhances productivity
and increases profitability. In business Negotiations occurs between
an employee and employer, trade union and top management, sales
manager and dealers/distributors/bankers and various departments for
appropriate allocation of resources.
As said by Subhash Jagota that it is never easy to ask, but it is more difficult to give. Hence, master the art of give and take, because everybody wants to benefit from the deal.
Negotiation is an art which requires some qualities and skills for which here are the tips:-
1. Before Negotiation, know the objective, the goal, the purpose and the parties involved.
2. Anticipate few questions and their answers; the concession which can be offered and the best as well as the worst possible outcome.
3. Analyze your and the other parties strengths, weaknesses, bargaining power and negotiation techniques.
4. Analyze your BATANA – Best Alternative to a Negotiated Agreement (Fisher and Urg, 1981, getting to yes, Hutchinson); it is a choice an individual makes. For Example: - If one is not comfortable with a particular negotiation he can always refuse to accept it.
5. Carefully plan the structure of the negotiation, i.e. the opening, body and closing; which should be realistic and achievable.
6. Have a contingency plan “b” and “c”.
7. Develop your inter-personal and non-verbal communication skills for effective negotiation.
8. Prioritize the issues which need immediate attention.
9. During Negotiation emphasize on “win-win” situation which is mutually beneficial to both the parties.
10. Concentrate on the problem and not the people involved.
11. Have a positive attitude; be co-operative; flexible and enthusiastic.
12. Don’t lose your patience, stay calm, cool, confident, polite and have a professional approach.
13. Be a good and an active listener.
14. Summarize the agreements/disagreements at regular intervals.
15. Focus on long term relationship rather than short term profit.
16. After Negotiation, write the decisions taken and ensure that it signed by both the parties to avoid confusion and misunderstanding.
Finally, I would conclude by the famous words of Wrigley and Moshe Dayan, a) When two men in business always agree, one of them is unnecessary. b) If you want to make peace, you don’t talk to your friends, you talk to your enemies.
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