Negotiating is a procedure similar to sales, since selling is looking for a way to convince the client that both parties will benefit. Within this process, various phases of successful negotiation that are part of the conviction when negotiating from one party to the other.
A successful negotiation is a process that tries to solve any problem of interests that arises between two or more parties. It can be based on a social exchange that requires a relationship of force that generates dominance.
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This force can be transferred from one side to the other during the negotiation, which is not convenient, because one of the parties must not benefit from a relationship of force to impose on the other party the conditions that suit it.
In this sense, it is favorable that there is a point of balance of forces between the parties, so that equal agreements can be reached. This means that depending on the knowledge and mastery of these phases, the success or failure within a negotiation.
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In this article you will find:
Phases of successful negotiation
exist different phases to include within the procedure of a successful negotiation, since having knowledge of these in conjunction with their strategic potential and their foundation Logically, they are necessary so that the negotiator can act in advance with his counterpart and thus benefit from the results of the process.
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The development
It is important to clarify what you want to achieve and how to achieve it, through the application of your own objectives, different discount offers and what level of flexibility you should have, in addition to having knowledge of the objectives of the part contrary.
The discussion
This phase, also known as presentation or conversation, is where the points that the parties classify are developed in order to appreciate the attitudes and interests of both.
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The signs
It is a means used by negotiators to demonstrate their willingness to negotiate, therefore, it is important that it be properly interpreted by whoever receives the message.
The proposal
It is based on what is intended to be negotiated and although the discussions are not negotiable, they lead directly to the proposal, which means that a request or offer that is different should be avoided during the first proposals and developed later, where there is the probability of an acceptance and in turn avoid any risk.
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The exchange
In any negotiation process, this is the phase that has the greatest force and it is where both parties must be very attentive, since during this The process is looking for a way to obtain something and in turn give up something else, however, in any of the proposals there must be terms. This determines that for everything granted, something must be acquired in return.
The agreement and the closing
The closure is intended to achieve favorable agreements by referring to negotiations that are firm and secure. For these to be accepted, there must be a high level of satisfaction in the needs of the other party. In this sense, two types of closures are developed, such as the following:
- Closing by concession: It is the most common way in negotiations, since it focuses on the culmination of the exchange phase where consent is provided that allows favorable agreements to be reached.
- Closure with summary: This is the type of closure that is most used in negotiations. Once the exchange phase is completed, a summary of the agreements that have been reached is made, highlighting the concessions and advantages that result from the agreements of the pending items.
Characteristics of a successful negotiator
Within these negotiation phases, there must be successful negotiators who are able to develop processes where agreements are reached that benefit both parties and lead to a negotiation that has a happy finished. Some characteristics that a successful negotiator comprises are:
- Find a way to maintain a respectful environment during the negotiation.
- Any event that arises in the negotiation procedure is not taken personally.
- Shows self-confidence when setting goals and is always willing to give and take.
- Has knowledge of the counterpart, since it looks for a way to know what the resources are, situations and motivations of the counterpart in order to know what their aspirations are from the negotiation.
- He does not see the other party as an opponent who has to win, but as an ally who must rather be won.
To carry out successful negotiations, it is necessary to have a good preparation and apply the key phases and strategies of high knowledge, together with an excellent negotiator, since it is very important to know deeply the counterpart.
