Negotiating is a process in which two or more opposing parties use verbal or non-verbal tactics to reach an agreement and achieve their goals. To enter negotiations there are certain steps/phases which the parties go through:
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Preparation: in which the opposing parties research one another, define their entry and exit position and set up their BATNA*.
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Discussion: in which they build rapport and discuss points of their agenda.
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Proposal: where they look for common grounds and make concessions.
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Bargaining: in which they are trying to get the best possible deal (using IF – clauses and asking hypothetical questions).
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Agreement: when they finally make a deal, understand what has been agreed and arrange future actions.
Outcomes in negotiating can be the following:
win-win situation, when all the parties profit.
win-lose situation, when one of the parties has absolute advantage over the other.
lose-lose situation, when both parties are at loss.
GOLDEN RULES FOR A SUCCESSFUL NEGOTIATOR
Aim Big
Be Patient
Concede Small
WHO ALSO
Prepares well – has clear aims.
Builds a long-term relationship.
Considers the conditions, not just the profit.
Listens – doesn’t interrupt.
Keeps emotions out of the process.
Shows sincere interest into other party.
Never gives something for nothing.
Doesn’t rush the process.
Using diplomatic language
Vjerojatno biste rekli …
…ali bolje je reći…
That’s impossible
Unfortunately it wouldn’t be possible.
Your price is too high.
Your price seems rather high.
We won’t accept your proposal
I am afraid that at this stage we are not in a position to accept your proposal
You’ll have to pay more if you want that.
You may have to pay slightly more if you want that.
