Negotiation: Is there a way to be better?

Is there a way Every day we negotiate countless times. Whether with other people, professionally or not, or with ourselves. We negotiate everything from a simple travel destination to a peace resolution between nations. Of course, if you are an ambassador, a representative of the United Nations, a head of state…

Therefore, we could simply accept that the entire negotiation process is something natural, a social skill that we have to survive. But what can we say about this skill that is so important in such a competitive world with so many divergent interests?

Why do some people find it easier to negotiate than others? Were these people born that way, or did they develop this skill?

Is there a formula or method that can thailand whatsapp number data an ordinary person into a shrewd and highly efficient negotiator? If so, should this negotiator be someone who puts his or her interests above those of others, or who reconciles his or her interests with those of others?

In this game of interests we will start with the following precepts:

• You only know what is best for you, because only the other person is capable of knowing what is best for him. You can only have an idea of ​​what is good for him.
• Planning, strong interpersonal skills and a high degree of Emotional Intelligence are fundamental to a successful negotiator.

I will deal with negotiation in a business context

For Roger Fisher and Willian Ury, two of the world’s greatest authorities on negotiation and developers of the “Harvard Law School Negotiation Project”, the Is there a way of NEGOTIATION is a process of BILATERAL COMMUNICATION, with the objective of reaching a JOINT DECISION.

This is a communication process , and it is what are they and why is it important to analyze them? that the existence of a Sender, a Receiver and a Message is essential. If it is bilateral, it means that the direction of communication will change between the parties throughout the negotiation process.

In this communication process, the party that has the most control over the negotiation is the one asking the questions. It is the party that conditions and directs the content of the conversation in order to achieve its objectives.

And why is it so important to ask questions?

Some scholars refer to people as true icebergs. We can see their actions and behaviors – the visible part of the iceberg. However, their contact lists based on their perceptions, beliefs, values, desires, needs, references or expectations are completely submerged / hidden – up to 90% of the iceberg is submerged.

Therefore, in this cold and submerged scenario, the only way to discover the other party’s real interests is through questions.

It is important to highlight that not only the questions will make you successful in your negotiations. Much more important is the planning and preparation that you will do before the negotiation. In this planning, you must gather as much information as possible; you must clearly reflect on your expectations as well as those of the other party; you must evaluate the possibilities; establish your limits, define your ZOPA (zone of possible agreements – minimum and maximum), choose a suitable place for the negotiation and, above all, ensure your emotional balance.

While every negotiation is different, its basic elements are the same.

For Roger Fisher, there is a universal negotiation recipe made up of seven ingredients:

1. 1. Effective communication;
   2. Good relationship;
   3. Discover the other party’s interest;
   4. Draw up the various possible agreements;
   5. Convince the other party that they are being treated fairly;
   6. Define what the options are for the agreement and
   7. Reach the final compromise.

Another extremely relevant point is the existence of two basic negotiator styles: Affable and Harsh.

The Affable negotiator is the one who aims for an agreement, trusts others, always changes positions to cultivate the relationship, accepts unilateral losses to reach an agreement… The Rough negotiator, on the other hand, aims for victory, distrusts others, demands unilateral advantages, and exerts pressure. It is clear that in a negotiation between Affable and Rough, the Rough negotiator has a great chance of gaining some advantage. However, this advantage will not always be positive for a healthy negotiation (Win x Lose). If the negotiation is between Rough x Rough, perhaps both will end up losing and often without reaching an agreement (Lose x Lose). Between Affable x Affable, however, the agreement will most likely be reached. Unfortunately, not all negotiators are affable and interested in the famous Win x Win.

In the book “ Getting to Yes ”, the authors propose the need for negotiators to replace positional negotiation (bargaining) with negotiation based on merits (principles) where the goal is a sensible result, achieved in an efficient and friendly manner. In this type of negotiation, the negotiator should be concerned mainly with.