Negotiations: Tips that can help

Negotiations: Tips that can help

1. Guide conversation in a way that would be considered acceptable interlocutor and professional if you are opposite side.

2. Remember, negotiation is trading concessions in order to achieve an acceptable level of achievement of its objectives.

3. Never negotiate unprepared, have and keep a clear plan, but be flexible if you need to evaluate and reduce your goals. Good preparation is the basis for successful negotiations.

4. Set clear goals and guide negotiations toward them.

5. Interlocutors have to be treated equally, or you should give the impression that this is so.

6. Never underestimate the interlocutor, but let them underestimate you. Underestimating the opposite side will open space for interlocutor to make his intentions more visible. More comfortable attitude will open up the space for your unexpected arguments, and that will create  advantages that will help you to reach your goal. Underestimation create confusion (when interlocutor realize that he underestimate you and made mistake), and that is wide open space to use ‘’narrow gap of opposite side judgment’’, and make your goal completed.

7. The concentration of the negotiations and the interlocutors is the basic prerequisite for successful negotiations. Do not let your thoughts unrelated to the topic of negotiation fly over your head, because otherwise you're an ‘’sitting duck’’ to your interlocutor.

8. Sometimes,there is a need for changing the rules in the course of negotiations. Negotiations are discussions rather than debates. There are not many places for domination, but you have to defend your position. But, if there is space for domination, do not show it openly because it can cause a defensive stance that could block negotiations. Use created domination if you have it, but indirectly and unobserved as possible.

9. Be open as needed to get the impression of interlocutor that discussion is honest and open, and show that there is no hidden goals (hide your final intention), but do not be without a defensive argumentation if the interlocutor is crossing the ‘’border of openness’’ that you set in negotiations.

10. Rise your main argumentation at the moment in the culmination of negotiations. Beware, sometimes a lie is going but that is not something that will bring you to the finish line successful.

11. Patience is the marrow of a good negotiator. Be patient, give the impression that you have all the time in the world, but use discreet arguments and methods that will hasten interlocutor with the decisioning.

12. Understanding is crucial. Look at things from opposite perspective and judge objectively. Try that before negotiation start. Try to anticipate all steps and mark the key issues, which can weaken your negotiating position.

13. Avoid open confrontation of opinions.

14. Show your disagreement of opinions, but only with argumentation. Be careful, this can be seen as offensive move, and can create defensive attitude to the opposite side.

15. If you must make concessions, do that progressively. Trade with your concessions in order to increase their value. Create the impression that you are giving a lot and getting only some. Make impression that, with given concessions, other side is the winner of negotiations.

16. Rare are the cases that reach all the goals you want. Because of that, be realistic. Do not waste your time on impossible. Things that are impossible, use in negotiations only if you can get more. Targeted misleading can bring success.

17. Stick with your goals as much is possible.

18. Always be professional. Negotiation finish with impression of ‘’open door’’ for future negotiations  whether completed negotiation was successfully or not.

Pregovori: saveti koji mogu pomoci

1. Vodite razgovor koji želite na način koji će sagovornik smatrati prihvatljivim i profesionalnim.

2. Pregovaranje je trgovanje ustupcima kako biste postigli prihvatljiv nivo ostvarenosti svojih ciljeva.

3. Nikada ne pregovarajte nepripremljeni, imajte jasan plan, ali budite fleksibilni ukoliko procenite da morate. Dobra priprema je osnov za uspesne pregovore.

4. Postavite jasne ciljeve i vodite pregovore ka njima.

5. Prema sagovorniku se treba odnositi ravnopravno ili odati utisak da je to tako.

6. Nikada ne potcjenjujte sagovornike, ali im dozvolite da oni potcene Vas. Sagovornikovo potcenjivanje ce napraviti privid mogucnosti za njegovo lezernije i lagodnije ponasanje koje ce Vama otvoriti prostor da kvalitetnom i neocekivanom argumentacijom izvucete vise za sebe. Potcenjivanje podrazumeva zbunjenost pregovaraca (prilikom shvatanja da je potcenjivanjem napravio gresku) koji je olako shvatio drugu stranu i povlacenje koje ostavlja prostor za trazenje ispunjenja ciljeva zbog kojih ste i usli u pregovore.

7. Koncentracija na pregovore i na sagovornika (ili više njih) osnovna je pretpostavka uspešnog pregovaranja. Ne dopustite da Vam glavom lete misli koje nisu u vezi s temom pregovaranja, jer ste u protivnom laka meta sagovornika.

8. Postoji potreba za menjanjem pravila u toku pregovora. Pregovori su diskusija a ne rasprava. Nema puno mesta za dominaciju, ali morate braniti svoju poziciju. Ukoliko i ima mesta za dominaciju, ne pokazujte to otvoreno jer mozete izazvati odbrambeni stav koji bi mogao blokirati pregovore. Koristite dominaciju ukoliko je imate, ali posredno i neopazeno sto je vise moguce.

9. Budite otvoreni koliko je potrebno da sagovornik stekne utisak otvorenog razgovora, ali ne i bez obrane ukoliko sagovornik predje granicu otvorenosti koja je postavljena sa Vase strane.

10. Izadjite sa glavnim argumetimam otvoreno u momentu kada je vrhunac pregovora. Vodite racuna, laz ponekad prolazi ali nije nesto sto ce Vas dovesti do cilja.

11. Strpljenje je osnovno obeležje dobrog pregovarača. Imajte strpljenja, stvorite utisak da imate ''sve vreme sveta'', ali diskretnim potezima navodite sagovornika da pozuri sa donosenjem odluka.

12. Razumevanje je presudno. Gledajte stvari i iz tuđe perspektive i prosuđujte objektivno. Trudite se da pre samih pregovora u sklopu priprema, predvidite sve korake sagovornika i zatvorite ''opsta mesta'' koja bi oslabila vasu pregovaracku poziciju.

13. Izbegavajte otvoreno sukobljavanje misljenja.

14. Pažljivo i argumentovao navodite neslaganje sa sagovornikom.

15. Ustupke činite progresivno ukoliko morate, trgujte ustupcima kako biste uvećali njihovu vrednost. Stvorite utisak da ste dali mnogo a da ste dobili malo te da je sagovornik ''pobednik'' pregovora.

16. Retki su slučajevi da postignete sve ciljeve koje želite, budite realni, ne gubite vreme na neostvarivo. Nestvarivo koristite u pregovorima jedino ukoliko time dobijate vise, jer predstavljate svoju poziciju vaznijom nego sto zapravo jeste. Ciljno dovodjenje u zabludu ume doneti uspeh.

17. Ostanite pri svojim ciljevima.

18. Ostanite profesionalni. Pregovaranje završite pozitivno bilo uspesno zavrsenim pregovorom, bilo ostavljanjem ''otvorenih vrata'' za ''buduce pregovore koji ce doneti rezultat''.