Whatever your level of expertise, whether you are a natural negotiator or not, knowing the basics is crucial to improve your effectiveness. Understanding key concepts such as ZOPA and BATNA will assist you in preparing to make and prove value in negotiations, manage fairness issues and come to an agreement that benefits all involved.
Negotiators usually fail to achieve success because they focus on their own needs. This can lead to an unsatisfactory deal for you, but a positive one for the other side. Consider the interests of both parties to avoid being narrow-minded. By identifying the diverse needs of each party, you can better understand their concerns and build an understanding of the situation.
Begin by examining your personal interests and what’s at stake in this process. Then, you can determine the needs of the other side by looking at the reasons they came to you as well as their primary concerns and any prior relationship with your company. Knowing the perspectives of the other party can also increase trust, creating the foundation for establishing an effective relationship.
Lastly, identify potential concessions that you might be willing to make. Bring these options to the table and you’ll be able to close deals faster. However, you must be cautious not to weaken your position or appear as if you’re trying to play hardball. It’s always best to create a win-win scenario that makes both parties satisfied with the result.