The Best Negotiation Advice

By: Alan Vengel

Here is some of the best advice for getting ready and managing a negotiation. We make sure people practice these in our workshops.

Excellent negotiators are able to identify a wide variety of options to meet the interests of both parties. (Lewicki, 1993) "The more options that are generated, the greater the chances that one of them will effectively reconcile the differing interests of the parties." (Fisher and Ertel, 1995)

Good negotiators present possible options to the other side to test their value in meeting both parties' needs (e.g. "I could lengthen the contract, would that be valuable to you? What would I need to offer you to get a more flexible billing arrangement?") (Karass, 1970) The important point here is to offer something that really helps the other side, the more options that you can create, the more the other side will see you as someone who can help solve their problem and resolve the issues successfully

Agreement

Successful negotiators do not rush to agreement. They explore any unclear areas in the agreement or any reluctance by the other party. (Rackham, 1976)

Good agreements are very specific. As Lewicki observes, "it is strongly recommended the parties attempt to write down the exact language of the solution and a plan for implementation. It is usually when the parties attempt to draft the exact language that hidden misunderstandings, ambiguities and unclarities rise to the surface. It is at this stage...that some experts recommend a 'one-text procedure'. In this procedure, one negotiator attempts to write down the exact language and wording of the agreement. The agreement is then passed between the parties until all parties agree..." (Lewicki, 1993.

People often attend a negotiation meeting and reach some sort of agreement only to find out later that both parties have misunderstood the agreement. When this happens it's very difficult to reengage because some trust is lost and must be re-built slowly.

Writing down what you believe the agreement to be is best done in the meeting while all parties can look it over and ask any questions to clarify. Then make a copy for all parties involved. Now you have an agreement that is more likely to stand the test of time.

Ury observes, "If you hurry your opponent at this stage, he will often react by exploding over something trivial or by suddenly finding fault with some part of the agreement. In order not to lose him, you need to slow down, back off and give him a chance to think...When you have reached agreement, take a moment to sum up: 'Let's make sure we both have the same understanding of what we have agreed on.' Then go over the issue carefully. If possible, set down your agreement in writing. (Ury, 1991)

Follow these tips and others to become the best negotiator that you can be.

Article Source: http://www.myhotarticles.com

Alan Vengel is a consultant in management training and organizational development and author of The Influence Edge - How to Persuade Others to Help You Achieve Your Goals. He offers cutting edge training and skill building workshops on influence and negotiation. alan@vengelconsulting.com www.vengelconsulting.com.

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