The Art of Negotiation

The Art of Negotiation: Skills for Success in Life and Business

Negotiation is the universal adhesive in the mosaic of human societies, the crucial ingredient binding the fragments together. At the heart of every transaction, every trade, lies the art of negotiation. This art, when mastered, can be the impetus to success in both business and life.

Before the Negotiation: Preparatory Steps

1. Understanding the Negotiation Cycle

Just as the seasons come and go in an endless cycle, so too does the negotiation process, which consists of six phases: preparation, discussion, clarifying goals, negotiation towards a win-win outcome, agreement, and implementation. Navigating this cycle requires a deep understanding of each phase, anticipating its flow, and preparing for every step.

2. Setting Clear Targets

Success begins with a vision. Your goals for negotiation should be Specific, Measurable, Achievable, Relevant, and Time-bound (SMART). They serve as a compass, guiding your actions throughout the negotiation process.

3. The Negotiation Timeline

Time is a significant factor in negotiation. Establish clear timelines for each phase of the negotiation process, and ensure deadlines are met. A ticking clock can add pressure that can work to your advantage.

4. Perceived Value

Understanding the perceived value of your offerings and those of your counterpart can provide you with an edge. The worth that a party assigns to a particular outcome can help you position your offerings effectively and identify potential leverage points.

5. Negotiable Variables

Consider your resources - tangible or intangible - that could be useful bargaining chips. Cash, time, relationships, and other resources can play a vital role in achieving a favourable outcome.

6. Negotiation Strategy

Your negotiation strategy is your game plan. It includes your entry and exit points, as well as your BATNA (Best Alternative To a Negotiated Agreement), which serves as your backup plan should the negotiation falter.

During the Negotiation: Strategic Execution

1. Avoiding Unrewarded Concessions

Avoid the temptation to give concessions without gaining anything in return. This could weaken your position. Each concession should be seen as a trading opportunity.

2. Handling Objections and Negative Emotions

The intensity of negotiations can cause emotions to run high. Remain calm, respond rationally to objections, and manage your emotions effectively. Empathetic listening and a non-confrontational stance can help maintain a harmonious atmosphere.

3. The Trader Principle

Principled negotiation, or the Trader Principle, involves separating the people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective standards. This approach aids in fostering cooperation and ensuring fair outcomes.

4. Correct Responses to Negotiation Situations

Flexibility is key in negotiations. Adapting your strategy to the actions of the other party may involve compromising, competing, avoiding, accommodating, or collaborating. Be ready to pivot as needed.

5. Mastering Communication

Good communication underpins successful negotiation. This encompasses verbal and non-verbal cues, including active listening, clear articulation of your points, and maintaining a positive body language and tone.

6. The Self-fulfilling Prophecy

Your attitude and expectations can influence the outcome of the negotiation. A positive outlook and a belief in a successful outcome can often lead to just that.

Negotiation Skills Training

To further enhance your negotiation prowess, Corporate Coach Group offer a one-day Negotiation Skills Training programme. This course is designed to equip you with practical tools and techniques to drive successful negotiations. Through a combination of expert-led sessions, hands-on exercises, and real-world simulations, you will learn how to set clear targets, handle objections, leverage your bargaining chips, and master communication within the context of negotiation. This progamme will transform the way you approach negotiations in your business and personal life. Empower yourself with the skills to negotiate confidently and effectively, foster better relationships, and achieve win-win outcomes for sustained success.

Definition: BATNA (Best Alternative To a Negotiated Agreement)

BATNA is the best result you can gain on your own if the talk breaks down. It is set before you sit at the table, based on real choices you can act on. It marks the lowest deal you will accept and guides the moves you make during the talk.

Article Summary

Strong negotiation skills pair clear aims, a sound BATNA, fair trades and calm, respectful talk to move any deal from clash to win-win while protecting trust and value for all.

Frequently Asked Questions

Here are some questions that frequently get asked about this topic during our training sessions.

Thought of something that's not been answered? Ask Us Today!

Did You Know: Key Statistics

About the Author: Chris Farmer

Chris Farmer is the founder of the Corporate Coach Group and has many years' experience in training leaders and managers, in both the public and private sectors, to achieve their organisational goals, especially during tough economic times. He is also well aware of the disciplines and problems associated with running a business.

Over the years, Chris has designed and delivered thousands of training programmes and has coached and motivated many management teams, groups and individuals. His training programmes are both structured and clear, designed to help delegates organise their thinking and, wherever necessary, to improve their techniques and skills.

Blogs by Email

Do you want to receive an email whenever we post a new blog? The blogs contain article 5-10 minutes long - ideal for reading during your coffee break!

Further Reading in Communication - Persuasive Communication

• The Power of Evaluative Questions
  Learn how evaluative questions shape emotion. Replace killer self talk with problem solving checks to lift confidence, control stress and grow a calm mind set.
  Read Article >
• Communication skills - Your words have an awesome power
  Boost your communication skills now. Learn why every word shapes results, how to replace harsh commands with polite requests and give praise that inspiresaction
  Read Article >
• How to Improve Your Negotiation Skills
  Learn ten clear ways to improve negotiation skills: plan ahead, trade not give, set BATNA, stay calm and polite, and write notes to lock in better deals.
  Read Article >
• Why are Some People Dangerous?
  Learn how to spot dangerous speakers who sound inspiring but push irrational ideas. Use five logical test questions to protect yourself with rational thinking.
  Read Article >
• Communication Skills: Etiquette and Politeness
  Learn the clear difference between etiquette and politeness, why respectful communication boosts trust, and simple steps to improve your social manners today.
  Read Article >

Looking for Communication Skills Training?

If you're looking to develop your Persuasive Communication Skills, you may find this Communication Skills Training Course beneficial:

Open Training Course Pricing and Availability

Next Open Course Starts in 12 days, London - Central, places available Book Now >