Go to top
Keys to negotiation
Tips for conducting a negotiation processes, at both a professional and a personal level.
- Avoid turning the negotiation into a haggling process; always seek a solution by getting to the situation where both parties end up winning.
- Make your calculations before sitting down to negotiate. Base requests and demands on objective criteria, and actual, existing points.
- Do not negotiate as if the other party were an adversary; solve the problem together. There is no need to see it as victories or defeats.
- Explore many possibilities and options with the other party until an agreement is reached.
- Think about the other party as much as you think about yourself; do not make proposals which are not "fair" enough. Make offers which are good for you but also acceptable for the other party.
- Use the negotiation as a way to analyse the problem by asking questions and being open to new ways of devising the solution.
- Determine the points where there is complete incompatibility with the other party and which points you agree on, as this will help you to find a swift solution to the dispute.
- Make a list of the interests of each party; this will help you to find points in common.
- Try to exchange the points of most value to you with those which are of most value to your counterpart.
- Always negotiate by looking for mutually beneficial options. Don't think that with every problem what one wins, the other loses.