Business interactions. How to negotiate. 5 necessary steps
The goal of most negotiations is to achieve certain success in interactions with an opponent or business partners. Someone achieves communication successes due to an intuitive understanding of negotiating techniques. However, many people need training in effective negotiation techniques.
There are frequent cases when the negotiation process ends in failure, as its participants engaged in a fierce confrontation between themselves. Verbal warfare led to an impasse when everyone defends his line, and the more one side presses, the more the other resists. And of course, such negotiations will not end constructively.
How to overcome this deadlock? How to convince the opposite side to agree with your proposal, without feeling like a loser?
On this occasion, Julien Pelaber, Ph.D. from the University of Sorbonne, who transfers knowledge about negotiation processes, has his own methodology, in which it is proposed to use a five-step model in negotiation processes.
– 1 –Making contacts.
This is a very important stage, because there is a friendly acceptance of your opponent. It requires objectivity to the partner, not to use the haste in conclusions and the first impression.
Often, the opponent is endowed with non-existent and exaggerated negative qualities, because of his undesirable position for you.
When, instead of discussing problems, an “washing” of the opponent’s personality takes place, he will cease to listen to arguments, and will move on to his defense. If at some point a transition to personality occurs, an urgent refusal to discuss is needed. Everything possible must be done to improve relations. In such a situation, the manifestation of positive emotions, a modest joke will help. This will greatly help to advance in solving a business problem.
-2 – Engage in active listening.
Since difficulties arise in obtaining the correct answers without well-thought-out questions, it is necessary to show empathy and listen carefully to the opponent. To do this, use the openness:
– in silence;
– identified emotions, etc.
It is necessary to give the opportunity to “go out a couple.” Often, when a conflict occurs, a person has an overly emotional reaction. When the will of your emotion is given, then the situation worsens.
We need a manifestation of understanding: “I understand your reaction and if I had to be in your situation, I would have the same feelings as you do …. Based on your words, you can come to the following conclusions …. Do I have a correct understanding of your opinion? ”
With the help of such words, there is a mitigation of emotional manifestations and a reduction in possible misunderstanding.
– 3 – A call of trust.
Confidence is necessary in all negotiation processes. If there is a lack of trust, it will not be possible to come to a single decision. There are a number of methodological tips for gaining the trust of a partner, and after assimilation, you can use the trust, emotional nature, obtained from:
* past experience;
* skills and grades;
* similarities and consensus in the general question;
* awareness of their independent decisions and so on.
And you can also use trust, organizational nature:
– using the size of your business;
– reputational characterization;
– past joint participation in affairs, etc.
Realizing his strength and ability, the opponent will not harm the partner, but will try to find better contacts and more trust.
– 4 – Invitation to change.
After the successful completion of the first three stages, the interlocutor is offered the conditions for cooperation. A situation may arise when the opponent, after listening, is preparing to cooperate. In such a situation, you can act as an “inspiring negotiator” and be active in proposing and advising something.
And it happens that the partner does not accept the dynamics of the conversation and he does not stop fighting. Then, it is not necessary to carry out frontal attacks that will return a solid failure. In this situation, it will be better to start work on suggestions and assumptions (“When it suits you … we can …. And what if we …”. Now you become an “influential negotiator.”
It is necessary to create gaps in the defensive positions of the partner. If the plan succeeds, your ideas will come to life and grow in your opponent, and you will only wait for it to fully ripen.
The negotiator must by all means convince his partner of the profitability and need to conclude an agreement or come to an agreement on your terms.
– 5 – Escort for agreement.
After a lucid presentation of your idea to a partner, you need to know that actions will not happen immediately. It takes time to make a final decision and move on to specific actions.
Therefore, you cannot lose touch with your opponent. Any change causes a number of concerns, therefore, you need to help your partner get rid of unnecessary worries.