BEHAVIOUR AND SUCCESS IN NEGOTIATION
When preparing to negotiate, here is a short list of tips that should help you.
- Your attitude going into negotiation is crucial. You need to be a problem solver, not a problem creator.
- You need to understand that negotiation seeks to maximize meeting everyone’s needs. It is all about ‘we’, not about ‘me’.
- Avoid sniping at another party. Negative commentary makes others defensive and less likely to co-operate. Being negative stalls the process and can bring it to and end. Because a negotiation is a voluntary process, another party can simply walk out.
- Remember that maximizing success depends on making achievable proposals. Time and energy are wasted if proposals cannot be implemented.
- Lastly, co-operation is more likely to be reciprocated. Aggression is off putting. No one wants to be another’s punching bag.
