Win-win negotiation techniques related to preparation for negotiations
Preparation for negotiations is of great importance for the course of the talks. You should get acquainted with the competition's offer, define the limits of concessions and decide how the meeting will be conducted. It should also be established where the negotiations will take place, how long they will last and how long each session will be. The negotiating techniques of faults related to the preparation of negotiations include two tactics, often used by negotiators - the agenda and the place at the table. How should they be skilfully applied in order to achieve a mutually beneficial agreement? Win-win negotiation techniques - more on this!
Win-win negotiation techniques - agenda
Preparation for negotiation requires drawing up a list of issues to be discussed with the partner. The party hosting the negotiations presents the agenda it has created. During the presentation of the course of the meeting, one must not forget to pay attention to the suggestions of the other party regarding the order of the topics discussed or to add new issues that may have a significant impact on the development of the final solution.
Example 1.
- Ladies and Gentlemen, I suggest that we devote today's meeting to discuss the following issues: delivery dates, costs of express shipping of goods and the payment period. How do you view it? Would you like to mention other areas?
- I think it is worth paying attention to the choice of supplier.
- Okay. Today we will also deal with this issue.
In the example above, the host has allowed the other party to add a topic to the agenda. Thanks to this, an important aspect of the terms of the contract will not be overlooked in the talks.
Win-win negotiation techniques - agenda - its benefits and threats
The use of the agenda allows you to take the initiative and control the course of the meeting. It also protects both sides from unexpected moves that may be aimed at confusing the opponent or diverting his attention from certain issues of the contract.
Example 2.
- I would also suggest that we be able to make payments both in cash and by bank transfer.
- We are not dealing with this issue today. On the agenda, we should now deal with payment periods.
However, the negotiating agenda technique is also associated with certain dangers. First of all, if we stick to the list of topics, we can be perceived as inflexible or even aggressive negotiator who wants to control the whole situation at all costs.
To avoid the negative effects of this negotiating technique, we should allow the partner to take the initiative, get involved in creating the agenda, and sometimes deviate from the agreed list of topics when it seems justified. You should also make sure what the other party has in mind and what interests they want to pursue in this way.
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Win-win negotiation techniques at the table
Contrary to appearances, the way the place where the negotiations take place has an impact on the course of the meeting. An important issue is to plan the seats at the table that will be taken by negotiators. Creating a certain setting facilitates communication, maintaining eye contact, and also shapes the atmosphere and affects the negotiation style: formal, friendly, competitive or team.
Example 3.
The host prepared chairs for the negotiators, which he placed in front of him. He thus obtained a comfortable position to control his opponent's body language. However, this arrangement creates a confrontational climate. Partners will be more prone to show a competitive rather than cooperative attitude.
Example 4.
Only two negotiators will participate in the negotiation meeting. The host arranged chairs to one side of the table. The partners will be able to freely exchange their observations, but at the same time they will be able to view each other's documents. Negotiators will feel threatened and insecure.
Example 5.
The host arranged the chairs in the so-called L - negotiators sit at the corner of the table, thanks to which they can maintain eye contact with each other, cooperate and at the same time do not look at each other's documents. The competitive bias effect has also been reduced.
The above examples show that depending on what effect we want to achieve, we should use a different arrangement of the table and chairs. The space will be arranged differently when the meeting will involve 2 people or two 5-person negotiating teams. However, always remember to seat leaders opposite to each other.
Place-at-the-table negotiating techniques - what do you have to watch out for?
Even if you take care of the right setting that suits the negotiation climate you want to receive, you may find that the arrangement of the chairs and table will not suit your partner. People have different tastes. Some people like to keep eye contact with their interlocutor, while others prefer to avoid it. If you don't know your opponent well, you have to take into account the possibility of introducing some adjustments to the arrangement of the meeting place.
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