Read – Executive Book Summaries “Mastering Business Negotiation”

Recognize the many times each day you have to negotiate and influence others. In doing so, treat these as opportunities to advance your personal goals, help your business prosper, and build stronger supportive relationships in a widening business and professional network.

To choose the right negotiation strategy, you need to address these two important factors: the outcome and the relationship. When considering the outcome, you need to ask yourself what you will win or lose on the substantive issues in negotiation. When considering the relationship, you must ask how will the negotiation process, and the specific outcome settlement, affect your relations with the other player now and in the future?

The following strategies are based on varying degrees of concern for the relationship and for the outcome:

  • Avoiding (lose-lose) – The priorities for both the relationship and the outcome are low. Neither aspect is important enough for you to pursue the conflict further.
  • Accommodating (lose to win) – Important of relationship is high, importance of outcome is low.
  • Competing (win-lose) – Importance of outcome is high, importance of relationship is low.
  • Collaborating (win-win) – Importance of outcome and relationship is high.
  • Compromising (split the difference) – A combination approach used in a variety of situations.

Below is the structured analytical framework:

  1. Define the issues and goals
  2. Assembe the issues, and define the agenda
  3. Analyze the other party
  4. Define the underlying interests
  5. Consult with others
  6. Set goals for the process and outcome
  7. Identify your own limites
  8. Develop supporting arguments

To effectively prepare for a competitive negotiation, you must identify 4 key points:

  1. What you consider to be an acceptable deal
  2. Where you will start
  3. What your limits are
  4. What you will do if you cannot strike a deal with this other party

Your mastery of the arts of power and influence not only puts you in control of your negotiations, but also inoculates you against a great many ploys and tactics that will be used against you. While most negotiators don’t know all the tricks in the influence book, many have preferred two or three of them and will use their special weapons on every unsuspecting negotiator they encounter. Some negotiators have won over and over by using just one or two of the more potent techniques. Do your homework and be prepared to identify and counter their influence moves.


About Andre

Experience Business Developer & Alliance Partner Manager with Strong Technical Background Dealing with Complex Solutions
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