Negotiation skills are critical whether you’re trying to convince your spouse to “settle” for that flat-screen TV, negotiating your salary with a potential employer or scoring a business deal. Here’s an interesting outline of the necessary skills to employ, during a negotiation:
a) Manage Communication Effectively
Determine what messages you can send to improve your chances of success. “When someone stops talking and you’re confronted with silence, remember that body language is still there to be deciphered.”
b) Use Tactics Strategically
You could do a one-on-one negotiation; pamper the counter-party’s ego or make your objective sound like it’s their idea. But match your tactics with the counter party’s underlying motivation and above all, set deadlines.
c) Control Information Wisely
Get your hands on detailed, current information as the winning party is often the side with better information.
d) Understand People Fully
Acknowledge your stakeholders and their underlying motivations. But also see if you can identify your allies.
e) Facilitate Situations Productively
Since all negotiations are different, consider the situation at hand, then decide who should contribute to the negotiation, when and where it should take place so you can improvise if there are any sudden changes.
Source: “Mastering Business in Asia: negotiation,” Peter Nixon
2007 Shaques Publishing Inc
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