Enhance Your Negotiation Skills By Discovering The 1 Element That Separates The Men From The Boys During A Negotiation Deal

There is 1 central idea, one key factor that is very important to comprehend.

If you have this right, you will be rewarded with profitable, enjoyable and long term business relationships in which price is not the only factor. If you fail to get this right, you will battle with sub optimal business relationships and you will most likely end up haggling about price in almost all of your negotiations.

The one thing that matters most is understanding the interests of the other side in your negotiations; this is an important element taught in negotiation training.

Most of us have a good understanding of our own objectives, needs and desires. When we negotiate with others, we usually begin with attempting to convince them of our opinion. We think to ourselves that because it makes sense to us, surely it must make sense to everyone else. The problem with this stance is that it completely ignores the objectives, needs and desires of our counterparts.

What good is it trying to persuade another person to do something that they don't believe would be in line with their objectives, beliefs and wishes?

You will never convince anybody to agree with you by disagreeing with them, quite the contrary will happen. Because you tell someone that they are wrong and you are the one that is correct, you will force them to defend their position rather than agreeing with you. Nobody likes to be told that they are wrong and if you tell someone that they are incorrect it will become very important for them to defend their stance because their personal credibility is on the line.

Not often will you achieve agreement with anyone after you have told them that they are wrong, you have also managed to paint yourself into a corner. If it was important for you to reach consensus and you loose the argument, then you will have to compromise your own credibility by departing from your 'correct' stance to adopt the argument of your counterpart.

If you want to reach agreement the easy way rather than have your negotiations escalate into a positional argument, here's what I suggest that you should do:

Start by asking some questions, the best of which you can ask will be questions designed to show the interests behind the positions that the other side have assumed in the negotiation. Open questions are the best kind of questions to show the interest or motivators that support your counterpart's positions.

A good question to can use and at the same time endorsing your negotiation skills: Why are you negotiating with me / my organisation?

This is very possibly the best question to ask at the beginning of a negotiation. Follow this question by asking the other side to expand on and to prioritise the reasons offered in response to your questions. This will give you a prioritised list of their key interests.

Sample Interests:
- Individual: Security, Recognition and Control
- Organisation: Profit, Risk Avoidance and Strategic Fit (Some important factors you would have learned in purchasing training)

Once you have an understanding of your counterparts' key interests it is a good idea to share your own interests. Once all the parties to the negotiation have revealed their interests it will be much easier to recognise the areas of common ground and then it is useful to present your case in the context of how it would serve their interests. This way, you will not have to convince your counterpart that your argument is correct; you will only have to show that your suggested course of action would satisfy their interests.

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