Effective Negotiators

Peter asked:

Our Answer:

The answer is in line with the goals that management should aim for in developing any organization – wide capabilities. It also indicates what every negotiator should aim for in developing his own tool-kit of skills.

An effective negotiator:

1) Aligns negotiation goals (strategy) with organizational goals (strategy),

2) Prepares thoroughly and uses each negotiating phase to prepare further,

3) Uses negotiation meeting to discover and identify other sides interests, beliefs, values, BATNA and learn more about the issues at stake,

4) Proactively approaches a problem, developing opportunities to create additional value,

5) Can separate personal issues from negotiating issues,

6) Can recognize and overcome potential barriers to agreement,

7) Creates trust and credibility,

8) Uses power only to educate.

It is worthwhile to consider that effective negotiation doesnt always mean closing a deal. Sometimes walking away from the table is much wiser than trying to reach an agreement by all means. By taking a structured and realistic approach to the negotiating process, and implementing established operational actions, the negotiator substantially increases the probability of acquiring substantive gains, as well as fostering a productive relationship with the other party.

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