Negotiation techniques / tips
Negotiation Techniques / Tips
The following techniques or tips will assist you to negotiate effectively.
- Active listening
- Active questioning
- Research business situation or parties to the agreement
- Identify goals of negotiation and limits to the discussion
- Clarify needs of all parties including other stakeholders
- Identify points of agreement and points of difference
- Use non-verbal techniques to reinforce messages
- Use appropriate language - avoid jargon, acronyms and colloquialisms
- Know your bargaining strategies, including attempts to achieve win-win outcomes
- Develop options and alternatives using brainstorming
- Confirm agreements verbally and then in writing
- Use appropriate cultural behavior
Characteristics of a Successful Negotiator
The following are some of the characteristics of a successful negotiator
- Customer orientation
- Excellent interpersonal skills
- Excellent product/service knowledge
- Self confidence
- Positive attitude
- Selling or negotiation skills
- Enthusiasm
- Motivation to negotiate
- Ability to see & point out the benefits
- "Win Win" alternative seeker
What Influences the Outcome of Negotiations?
There are several factors that can influence the outcome of negotiations. Some of these factors may include:
- Level of trust between those involved
- Number of people involved in negotiations
- Experience of those involved
- Length of negotiations
- The importance of the topic
- The number of options and avenues available
- How much time there is to complete negotiations
- The balance of power; that needs what from who.
Restraints
Some restraints could be encountered that might have impact in the negotiation process. Some of these restraints are listed below.
- Budgets
- Timelines
- Procedures
- Line of authority
- Laws and regulations
Last modified: Tuesday, 21 March 2017, 4:36 PM