Negotiating Secrets David Brown (MCIPD) Negotiating is about give and take in which both parties will feel

win-win situation. Man is an animal that makes bargain no other animal does this, the dog does not exchange its bones with another. 1.1 It is a give and take situation; secondly dont compare it with selling. The negotiation happens with those partner with whom you have to do the business negotiation again and again, so come to a common ground and result into a winwin situation for both. 1.2 The situation can be solved by different alternatives. 1. Persuade- it is like selling something.(cannot used when high clash of interest) 2. Impose- as it happens in shops.(ruin long term relationships) 3. Instruct- less than impose 4. Postpone 5. Leave it to chance 6. Problem solve- in between the management and trade union. 7. Arbitrate- allow another person to solve problem for you Negotiation is also one of the techniques used to solve any situation. If any one of the above technique is better than the negotiation then use the above technique rather than negotiation. 1.3 Every other alternative has its own advantage and disadvantage. If there is a very high clash of interest, and we want the long term relationship with our customers or suppliers, all of the things should have to done in this present time & any party does not have faith in any arbitrator then we have to come into the negotiation. 1.4 At first know your partner with whom you are dealing with.

Their expectation, behavior, culture, preferences (one by one, or as a team), pressure (having a monkey on their back), option (How much important are you for them) should be considered. 1.5 Aim for the win-win situation for both. 1.6 If you negotiate with Japanese clients, ask questions. When you think you understand ask more questions. Culture, gender, aggressive or conciliatory client have a different approach to deal with them. 2.1 A clear understanding of the different variable should be taken into account from our-self as well as from our customer point of view. Which variable are most desirable, probable, worst. The non-negotiable variable should also be prepared. It will give us an idea how much important are the different variable form both side point of view. How can we do the negotiation to reach at a common ground? 2.2 When you are preparing think the situation from the other party perspective and come up on the different variable list. 2.3 1. Start the discussion with the agreeable variable 2. Find out the most valuable variable required to them and how much concession we can give to them. 3. What is the effect of the one concession to the other variable? 4. Find out the other variable which will come out during the negotiation period and put it into the framework of variables. 2.4 Find out what is important to other party which may not be important to you. But to reach at the negotiation we have to very carefully consider it.

2.5 In the negotiation we have to form the team, the team members may be team leader (make concession, adjournment, he has the option in its sleeves), summarizer (summaries and clear the each and every point and whole meeting) and observer (it make the whole meeting as per the objective). 2.6 Plan your tactics 3.1 Put the whole scene there in which make a comfortable feeling for both and try to get their important variable and their shopping list. 3.2 Dont always hung up with the logical thinking but also see the emotional side which may be the key to remove the biggest deadlock. 3.3 Clearly state out our position in front of them so that it will provide the helicopter view to your negotiator partner. 3.4 Ask the open questions as much as you can so that it will provide the much more information from the other party. 3.5 Listen more than talk, there are two stages of listening. Hears the world carefully and then got the meaning for proper listening. Empathy, concentration, signals and open mind are the different characteristics we have to take into account. 3.6 Be flexible as per the situation comes around. 3.7 Use the number that suit your case means if you want to prove to number one then see that in which area you are number one and use that area to show the world that we are number one.

3.8 Know the meaning of cost, price and value. Summaries the offer before represent any proposal. 4.1 A proposal is not an offer; it is an offer with a condition. Make is simple and put some variable into your sleeves. 4.2 Let make the other partner the first proposal. Then you can make your proposal as per their proposals. 4.3 The first proposal should be credible as well as challenging. The first proposal should at least two variables on which you can give and take. The proposal should be neither aggressive nor submissive. You should be very confident about your first packages. Dont get salami-ed means dont break the whole packages into the different parts. 4.4 It is very important to know when you have to do the adjournment in the negotiation period. It is used to reduce the dead lock and to think about the different variables arises in the negotiation talk. 4.5 Give the other party the different choices as per your variables. More variables then more choices will be generated and this will be helpful in the negotiation period. Take it or leave it also one of the techniques which can be utilized at the critical conditions. 4.6 Be flexible in attitude, skill and knowledge so that your main strategy remains active rather than small tactics. Small tactics should be changed as per the condition there. 4.7 Language is a important thing in negotiation. Before negotiation we have to realize that which communication style is being preferred by our partner.

1. Do not use the rounded figure, it will give your partner the sense that there is a plenty of room to negotiate. 2. The floppy world like might should be used because it will mislead them. Use will type of strong and exact meaning word. 3. Just dont tell the people something, you have to show something to support your idea. 5.1 Movement is very necessary in negotiation period or at the deadlock condition. We have to send the signals (position signals) to remove the dead lock and the movement happens. We have to ask a lot of question to get the signals and send the signals. 5.2 In the negotiation the world if must be used. If you will do this and this we will do this. So it will provide the lot of choices in front of them so that it will also provide the different route to remove the deadlock. Use the calculator the get the effect of one variable to another variable. 5.3 Important thing in concession: 1. Initial demand should not be very near to your objective, leave some space for negotiation. 2. Get the other party put their demand on table, never assumes the decision variable of the other party, 3. If you are giving something take something from your partner. 4. Principle is not something which cannot be break so give them offer which will make think about their principles. 5. If your concession is not accepted withdraw them. 5.4 Always secure a counter proposal. It means when you are proposing something then you want some answers from the other side or a counter proposal from the other side. If they are not doing it and you again go with another proposal. Please do not go with another proposal until they provide you the counter proposal for the first one. If they provide the ridiculous offer then there are some tips:

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Give them a laugh Ask them question. Ignore it completely. Walk out.

Use the fair procedure so that each will feel the win-win situation. You can use the published standards, any precedent example, and any accepted indices to make the deal fair. Always make your negotiation with your main strategic objectives. Counter the nibble. (When you have done the agreement then some variable arises that make you to go back to square one) 5.6 Have more than you show Speak less than you know Put the things in your sleeve to use it at the right time.