There is no “one size fits all” negotiation approach to make a good deal, but there are lots of great ingredients in excellent negotiation.
Modern business and society have become more complex and interdependent than ever; communication is the tool to bridge people’s differences. Negotiation is one of the significant communication styles to make a considerably fair deal.
Goal driven: Communication is the tool to solve problems, and languages are the tools to make communications. Almost every business professional, especially leaders, need to master what to communicate and how to communicate, and enforce collaboration. Businesses are full of uncertainty; everyone perhaps has some blind spots blocking the way for either envisioning or communication.
Negotiation is a professional communication style to reach agreement between two or more parties. Good negotiation always focuses on improving the situation, focusing on which problems you intend to solve, what kind of expectations you expect to reach, how to strike the right balance of long term advantage and short term gain.
Information-savvy: Negotiation is a communication skill to get agreement. It’s important to well prepare all necessary information for a prioritized negotiation agenda, and convey the right message in the right formats. Information-savvy people can lead to more persuasive and evidence-based negotiation.
In the era with exponential growth of information, the challenge for leaders and professionals is how to discern information they trust from information overflow. Discover how and where to find quality information. In specific, information based negotiation is not only about articulating the “facts,” but also about clarifying the business impact of those facts that ensures people engagement, builds trust, improves decision effectiveness and ensures deal-making fairness.
Logic: Good communicators need to listen before talking, learn self, learn other parties, read between the lines, demonstrate a positive attitude and communication skills to make conversations stimulating and make things work collaboratively, they are working hard to engage other parties, spread clear messages throughout the negotiation sessions to produce the outcome you would like to see.
Good negotiators are working hard to engage other parties. Coopetition (cooperation + competition) is perhaps the right mentality for sharpening strong negotiation skills; compete for reaching the great deals you could, also be collaborative to make fair deals and generate the results that all parties feel ok, harness collaboration, inspire healthy competition, improve problem-solving competency.
At the negotiation table, everything is dynamic, some are under control, some perhaps not, there is no “one size fits all” negotiation approach to make a good deal. Goal driven agenda, confident attitude, information savvy conversations, logical reasoning, personal charms and styles, etc, are all important ingredients to construct a clear vision, initiate excellent negotiation sessions to produce good outcomes consistently.