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1. Be ready to argue "from all sides of the table". Put yourself in the other guy's shoes; determine what strategies, priorities, goals and rationale the other party is likely to bring to the table. This will help you be better prepared to devise your response accordingly.
2. Know the "worst case scenario" backwards and forwards. That way you won't be blindsided when things start to go wrong.
3. Be willing to lose a few minor battles in order to win the war. If you can make small concessions with minimal or no risk exposure, the sense of "win-win" on small issues makes you seem more approachable and builds trust that you can then use to your advantage.
4. Don't be afarid of silence or long pauses. Oftentimes, a long pause causes the other side to back off of its position because your silence frightens them or makes them re-think their position.
5 Know beforehand what your "deal killers" are and be prepared to walk away if your deal killers suddenly appear.
Negotiation strategies that can get results would be the folllwing-
1. understanding the target audience to be negotiated with
2. the knowledge of the audience
3. the constituents of the business environment we are into
4. understanding our merits which can help winnegotiation
5. continuous learning
Sirs
Negotiation strategies are set simultaneously with the negotiation plan , while negotiation plan cosist of three basic starategies:
1- derive the objectives ( is it Win / Win or Win / Loose or Loose/ loose (dead lock).
2- Your BATNA ( Best alternative to negotiated agreement) means what to take agaist what to give , are there any conseccions need to take against what to give .
3- Your ZOPA ( your zone of possible agreement) means what is your maximum position that you would accept giving or taking and what is your minimum in which then your middle point to accept becomes clear to you .
accordingly the plan can be set under the following main frame :
A- select your negotiating team
B- allocate the role for each member ( what area he can talk , what avoided , when should switch the talk to the team leader).
C- construct the negotiating team in which should consist of the following:
C-1 : the team leader
C-2 : the legal experts
C-3 : the technical engineer
C-4 : the financial Manager
D- prepare the negotiation theatre ( the place , the environment , and decide the time duration , when to make break time , how to hostile your guests and how to salute them ) .
E- deployment either the integrative and distructive negotiating tactics ( read the Negotiation Tactics books) depend on your stategy .
Hence the negotiation strategy in which can be tailored to the optimisic outcomes are not granted to succeeed if the plan would have severe errors , In negotiation word of mouth is a contract so be carefull not to spill promises without prior approval from top management .
Having into consideration that when you find your position is week during the negotiation session then you have to walk out in diligent way without promises .
For more in depth practice , please feel free to communicate .
Ghalib Humaidi ( Certified Professional Negotiator ).
1-Separate the people from the problem
2-Focus on interests, not positions
3-Generate several options before deciding what to do
My personal observation in most cases is seeing people focus only on "Cost" at the time of negotiation. The seller wins the deal by reducing the cost but compromising on :
- Scope of Work, Time & Quality etc. Incentive and Penalty Clauses, Payment Schedule etc in Project Contracts.
and
- End Product Technical Specifications, Delivery Schedule, Logistics, Installation & Commissioning, Warranty & After Sales Services in Material Purchase Orders.
This is poor negotiation as the buyer ends up spending more in the long run. The best negotiation strategy is getting the best suitable as per requirement from the supplier or contractor and allowing a modest profit to be passed on to them. This can only ensure a win-win situation to both the buyer & seller.
There are2 Categories :
1. As a Tactical when your client a Man you have to send Negoitiator Woman from your side.
2. When Your Client a Woman you send a Man from your side
why ? because there many psychologies factor will influnece the condition of negotiation, try to do it, besides knowledge and skill as a background
Look straight to the eyes of the supplier , give him space to talk about his products and prices . Remember , suppliers always keep a percentage od discount for the last negotiation . get good knowledge of your business and feature projects and bring them on the table of negotiation . That will change suppliers decision , and at the end you will be the winner as a good negotiator .
Always WIN-WIN negotiation strategy will gets best results as it does good and benefit for all the parties involved in the negotiation. Thanks.
For me to get the result:1. Listen2. Study3. Plan 4. Execute
Win-Win strategy , What gives a satisfactory feelings to both party that they are wining.....
Listen carefully.
Talk with genuine interest.
Correlate your views with other person benefits.
Give gap is discussion for rethinking and decision.
Don’t strongly defend your point of view.
Don’t show desperation.
