All business interactions involve negotiation whether benign, passive or overt. The results are generally intangible against your business performance. The water cooler conversation could be a negotiation on cross functional support, budget management or sponsorship of an idea. Whatever the form or subject, it should always be conducted to deliver results in the win win space.
The results of commercial negotiations are tangible and collectively can leave your business performance in neutral, forward or reverse. Positive outcomes may still leave you lagging behind your competitors. Win Win space is the optimum with everybody walking away feeling happy about the outcome.
Happiness is however subjective and can lead to unintended complacency when reaching agreement.
What is negotiation?
Do your people negotiate effectively?
Who in your business negotiates on your behalf?
What is their negotiation competency level?
Meet with the candidate(s)
Establish their personality type
Understand their competency level
Build a bespoke plan to meet individual or group needs
What are your desired, optimum and essential outcomes?
Where is the power?
Do you understand the negotiation?
Who are you negotiating with?
What is your counterparts position?
How to prepare for a negotiation?
Recognising the levers in play.
What is your time frame for the negotiation
What are your preferred parameters for the negotiation
Decide how to engage in the negotiation based on learning’s from Step 2
Establish the most appropriate negotiation style