We all negotiate on a day-to-day basis, both in personal and professional relationships, in which we seek to reach a decision – whether it is the definition of responsibilities, the division of tasks or the management of more complex situations. At the corporate level, negotiation is a fundamental activity and knowing how to negotiate is a key competence, which can be learned and improved.
“Learning involves developing a systemic and broad view of the negotiation process, in addition to improving communication skills, managing impasses and managing conflicts, among other skills”, highlights Prof. Randes Enes, coach, consultant, speaker and professor at FGV.
Randes, who teaches advanced business negotiation courses based on her professional and academic experience, teaches 5 fundamental rules for high-performance negotiation. Check it out and get ready to achieve great results!
1) Plan together with the team.
Define what the objective of the negotiation is and elaborate the initial and ideal goal. Also have a Plan B. Regarding the team, identify the actors in the negotiation, making it clear who will be involved directly and indirectly, that is, the main negotiators (tactical table); the team/departments that will provide information throughout the negotiation process (support table); and the hidden negotiators, who will give the negotiation guidelines and must be consulted, mainly in moments of negotiation impasse (strategic table).
2) Deal with the problems of emotions and perceptions.
Pay attention to the moment of negotiation so that the process does not become a battleground and even an ego fight. A competency assessment tool (assessment) will help your self-knowledge to identify your strengths and weaknesses and those of the team. This awareness will facilitate your view of the other party's behavior in order to avoid emotional battle, favoring your negotiation skills.
3) Create value for your business objective.
Before putting financial coins on the negotiating table, start by highlighting common interests between the parties to establish a degree of empathy and strengthen the relationship. Use techniques of brainstorming so that the parties can suggest options for objectives and means to achieve them and, thus, reach a win-win relationship. Use a facilitator (expert), if necessary, to value your information.
4) Establish legitimacy for conflicting issues.
Identify which are the rules, norms, standards, references, laws, principles and values that are validated by the parties involved, therefore, what is valid for one will also be valid for the other party. This clarity will make it easier to conduct the negotiation and resolve issues if they arise. Never give in to pressure based on principles alone, which can bring you mutual gains.
5) Make sure that the contingency plans, claims and guarantees are clear and supported by the parties.
Reaching the negotiating commitment may even be easy, but in some situations, it is difficult for the parties to assume what was signed during the negotiation. If the agreement is not implemented, establish alternatives that both parties can appeal to. Formulate a clear and well-defined execution plan, identify whether the parties have the necessary human, financial and technological resources to ensure the implementation of the agreement and make everything clear in the documents.
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