SKILLFUL NEGOTIATION STRATEGY…

4 min readNov 20, 2024

TO GET WHAT YOU EXPECT

Everyone is a negotiator. Negotiation is a strategic discussion that resolves an issue that both parties find acceptable.

SKILLS required to be a negotiator:

§ Patience.

§ Composure.

§ Attentive listening.

§ Clear communication dialogue.

§ Persuasion.

§ Collaboration.

§ Adaptability.

§ Emotional Intelligence.

§ Experience.

PREPARING for a negotiation:

§ Research: acquiring maximum data and information regarding the other party and its representative.

§ Approach: cooperation in problem-solving to achieve an equitable goal. Acknowledging that there are quantifiable losses to achieve higher long-term gains.

§ Planning: establishing a personal/professional motive for negotiation. Setting the goals to be achieved, and the procedure to achieve them.

§ Strategies and options: defining the baseline for either party beyond which, either will say NO, devising adaptable approaches. Selecting the right words and conjunctions, and avoiding advance over-negotiation with yourself.

Never discuss or disclose your bottom line to anyone in advance.

Aspirations are usually high before a negotiation. Failure and disappointment cannot be ruled out. The approach must be realistic and cooperative. The goal is to secure a win/win agreement.

§ Writing (or drawing) the plan and expectations, focusing on interests and not on positions, expecting an achievement.

AT the negotiation table:

The agreement is the objective and not the negotiation. Appling emotional intelligence by ear,

§ Build a casual and relaxed rapport.

§ Confirm the objectives emphasizing a win/win, and not a win/lose situation for both parties.

§ Permit your counterpart to start the meeting. Define his opening statement and analyze his motive.

§ Listen attentively to understand where they are coming from and where they are leading.

§ Disagreements are opportunities and not impediments. Create options for mutual gain.

§ Never use YES. Never interrupt. Listen strategically. Acquire maximum information by engaging them with questions. Avoid responding until the end.

Apply the 75/25 Principle: 2 eyes to observe their body language; 2 ears to listen attentively to the verbs, pitch, pace, pause, and emphasis.

§ Respond and recommend only when you take the floor. Use extended pauses before speaking. Bundle your proposal with minimum details to achieve maximum traction and secure 60% of trading points.

IN FULL negotiation:

§ Summarize the progress made so far. Each time you take the floor, repeat what has been concluded so far, emphasizing your position to ensure clarity and progress. Review adversarial points. Has any progress been made so far? Are you close to 60%?

§ Is your counterpart declarative, directive, or reactive? Develop a declarative approach to raise your points and the outcome using IF…THEN…WHEN. End with a question in a consultative manner, to induce a reply.

§ A quick deal is a bad deal. Do not impulsively respond to any offer until closure.

§ Maintain a competitive assessment of costs and benefits. WHY are they making such an offer? HOW MUCH is it worth to them? HOW MUCH are you losing? WHAT do you obtain in return?

§ Know when and how to say NO clearly as a final resort. Do not burn your bridges. Keep the door open for another day.

§ Consider a BATNA — The Best Alternative To a Negotiated Agreement. With progress made so far, recommend a MOU or email exchange to conclude.

§ The more easily you can walk out of a negotiation, the more successful it is in your favor. Will you walk out saying NO, or go for the BATNA?

AFTER the negotiation:

§ Make your objective assessment of the deal by referring to your planning notes before the meeting. Note the lessons learned and develop future strategies.

The day after:

§ Make a courtesy call of thanks. Confirm the points agreed to, and any pending issues, soliciting an opinion or the minutes of the meeting.

§ Anticipate the next step.

Patience, tolerance, and empathy go a long way in achieving a successful negotiation. In case of failure, composure leaves a respectable impression and ensures that no bridges get burned for future cooperation. In some cases, it may involve a change of perspective and an invitation to restore a failed negotiation.

If you found my previous article “Conflict Mediation & Resolution” helpful, (Link: https://medium.com/@sammy-rnaj/conflict-mediation-resolution-db200312b020), you shall find this article more relevant to whatever negotiation you are pursuing.

The challenge is to adjust the strategies to different goals and actors in every new negotiation. The structure and milestones are here.

BEST!