Your Insufficiently Developed Business Negotiation Skills Capability Could Cause Critical Negotiations To Collapse Due To Inadequate Preparation
Two parties are engrossed in a negotiation - one reaches his/her objective(s) and is delighted, whilst the other walks away unhappy with the result. Does this situation sound familiar?How often have you felt unhappy with a settlement that you have reached? Have you sometimes entered into a settlement only to feel remorse soon after reaching a settlement?
SUCCESS VS FAILURE
What differentiates success vs failure in commercial negotiations?
Most of us acknowledge the significance of preparation to deliver positive results and it is therefore remarkable to note that most business negotiators do not spend sufficient time planning for negotiations, often due to insufficient negotiation training. Professional sports people spend notably more time preparing for competition than they spend in competition; should it be any different for business negotiators?
THE EVIDENCE
Commercial negotiators only spend approximately 1/3 as much time preparing for negotiation as they actually spend in negotiation. If you were a professional sports person, this would mean that you devoted only 1/3 as much time training & planning as you do competing. The main factor to successful commercial negotiation outcomes is the quality of your preparation for the negotiation.
As a matter of negotiation strategy, consider the following top 5 factors of preparation and at the same time you will also enhance your negotiation skills:
1. Understand Yourself
Before we even employ best- and leading practice negotiation, it is vital that we first understand our own strengths & weaknesses and it is vital that we make use of personal profiling tools to underline our areas of preference within the context of business negotiations, which enables us to have a reference point from which to plot our skills development.
2. Vision
What is the main aim behind the negotiation? Is the negotiation about price or is it about the value that can be added? What are the main motivating issues behind your counterparty's position? What mutual ground, if any, exists between your and your counterparty's vision? It is key to comprehend the drivers or silent motivations behind the positions of all parties to the negotiation and it is only by asking questions that we will uncover these motivations.
3. Value
What are the main deal goals being pursued in this negotiation? What are the facts and figures contributing to the negotiation environment? What options does each party have, if any? Once again we should try to identify, rank & weigh the objectives of all parties to the negotiation and only then are we in a position to highlight those objectives that are shared and at the same time deal with those objectives that are likely to initiate conflict.
4. Process
Have you spent time preparing an agenda for your forthcoming negotiation? Have you noted all the trades that you will make & receive? Do you have tools/templates at your disposal to support the efficiency of the negotiation process.?
5. Relationship
It is easy to forget that we deal with individuals who have goals & aspirations not unlike our own and it is not always just about the facts & figures. The research is clear that people are more likely to agree with those whom they trust & like, than with those with whom they little in common. Try to focus on those things that you share with your negotiation counterparts, and do not forget to focus on the human elements.
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