A negotiation depends on different interests at stake and on individuals. Its success stems not only from the negotiators’ strategy, but also from their interpersonal relationship. How best to manage this game of influence?
01
Establish your credibility
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Position yourself as legitimate, e.g. Demonstrate that you have mastery over the subject, indicate you have been given the necessary authority to make commitments.
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Show your willingness to collaborate, e.g. Articulate what you expect from the negotiation, but also share useful information with your counterparts; show them that you have understood their stakes.
02
First and foremost, listen and learn
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Start with clear reference points, e.g. What are your minimal expectations? What is the best possible alternative to an agreement? What type of agreement would you consider acceptable at this point?
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Gather as much information as possible on your counterparts’ stakes and constraints, e.g. Ask open-ended questions, suggest possible scenarios and observe their reactions.
03
Progress towards a solution in a pragmatic manner
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Clearly identify points of agreement before proposing further steps that take into consideration both your objectives and those of your counterparts.
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Highlight the concessions you have made to encourage reciprocity, e.g. Clearly explain what you are forsaking to reach agreement on a given point, and the associated benefits for your counterparts.
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Know how to circumvent the points of blockage, e.g. Reformulate your thoughts to make them more acceptable; leave a topic aside and make progress on other easier points; confirm the progress that’s been made.
Take action
Identify a few concessions that you can make during a negotiation (10 min)
Identifying compromises and bringing them forward can help you make progress to your advantage in a negotiation.
Place yourself in your counterparts’ position: what elements could be of value to them? Try and identify concessions that cost you little, but that your counterparts value.
Define steps. Don’t make your final offer immediately, but rather successive concessions that show you are attentive, and adapt to your counterpart’s requests.
Leverage your concessions. E.g., clearly underline the benefits that your concession brings to your counterpart, insist on the efforts that are required, and don’t hesitate to ask for reciprocal efforts to your gesture.
Create a bond with your counterpart (15 min)
Your capacity to negotiate largely depends on the perception that your counterpart has of you.
Before your next negotiation, identify the elements that will help establish your legitimacy.
In the name of whom are you talking? How do you have the required authority to represent this group / this person? E.g., delegation letter, internal memorandum.
How can you prove that you have mastery of the case? E.g., technical competencies, project knowledge, your team quality.
What concrete elements can establish this expertise? E.g., remind your counterpart of your first successes, provide a few indicators, or have an ally or an expert accompany you, who can attest to your credibility.
Créez un lien avec votre interlocuteur (15 min)
Establishing a close relationship with your counterpart helps exchanges in a partnership mode, rather than in climate of suspicion!
Meet your counterpart in a neutral environment, even an informal one: the exchange will be more balanced than if it happens “on your turf”. E.g., around a coffee, or in a meeting room rather than in your office.
Ask a few questions that show your interest in your counterpart: developing a relational proximity is as important as expressing your arguments. E.g., ask him about his ongoing projects, his next vacation; don’t hesitate to be humorous; clearly show you are attentive by your eye contact or by nodding.
Practical Tips
> Instill a climate of trust in negotiation situations (opens in a new window)
> Make the most of your concessions in a negotiation situation
Find out more
> Tackle negotiations with a mind open to the unknown
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