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Your Insufficiently Developed Commercial Negotiation Skills Ability Could Cause Critical Negotiations To Collapse Due To Inappropriate Planning
Two parties are busy in a negotiation - one succeeds in achieving his/her objective(s) and is delighted, whilst the other walks away dissatisfied with the result. Does this situation sound familiar?
Do you often feel displeased with an agreement that you have reached? Have you sometimes entered into a settlement only to feel remorse soon after reaching a settlement?
SUCCESS VS FAILURE
What distinguishes success vs failure in commercial negotiations?
Most of us acknowledge the importance of preparation to achieve success and it is therefore remarkable to note that most business negotiators do not spend sufficient time preparing for negotiations, often due to insufficient negotiation training. Professional sports people spend notably more time preparing for a championship than they spend in competition; should it not be the same for commercial negotiators?
THE EVIDENCE
Commercial negotiators only spend more or less 1/3 as much time preparing for negotiation as they actually spend in negotiation. If you were a professional sports person, this would mean that you applied only 1/3 as much time training & planning as you do competing. The principal contributor to profitable commercial negotiation outcomes is the quality of your preparation for the negotiation.
As a matter of negotiation strategy, consider the following top 5 elements of preparation and at the same time you will also enhance your negotiation skills:
1. Understand Yourself
Before we even put into operation best- and leading practice negotiation, it is important that we first invest in understanding our own strengths & weaknesses and it is key that we make use of personal profiling tools to underline our areas of preference within the context of business negotiations, which enables us to have a reference point from which to plot our skills development.
2. Vision
What is the ultimate aim behind the negotiation? Is the negotiation about price or is it about the value that can be added? What are the main motivating factors behind your counterparty's position? What common ground, if any, exists between your and your counterparty's vision? It is key to comprehend the drivers or silent motivations behind the positions of all parties to the negotiation and it is only by asking questions that we will uncover these motivations.
3. Value
What are the key deal goals being pursued in this negotiation? What are the facts and figures strengthening the negotiation environment? What alternatives does each party have, if any? Once again we should try to recognise, rank & weigh the objectives of all parties to the negotiation and only then are we in a position to highlight those objectives that are shared and at the same time deal with those objectives that are likely to initiate conflict.
4. Process
Have you spent time thinking about an agenda for your forthcoming negotiation? Have you noted all the concessions that you will give & receive? Do you have tools/templates at your disposal to support the effectiveness of the negotiation process.?
5. Relationship
It is easy to forget that we deal with individuals who have goals & aspirations not unlike our own and it is not always just about the facts & figures. The research is clear that people are more likely to deal with those whom they trust & like, than with those with whom they little in common. Try to focus on those things that you share with your negotiation counterparts, and do not forget to focus on the human elements.
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