It is very important to think upfront about all the subjects that you will negotiate on, not to mention about the factors that you try to avoid. Write down everything and exercise on this list, only to ensure that you do not miss anything. If you fail to write down this list, you will most likely remember many aspects only after the negotiation is over. It is not a shame to bring this list with you. But if you make any mistakes and you somehow include a problematic subject, simply rewrite everything. You do not want to feel overwhelmed and start discussing about the respective subject while negotiating.
Your actual purposes during the negotiation
Are you familiar with your actual purposes? Believe it or not, I have seen a lot of people who simply wanted to achieve as much as possible, without really having a proper goal. A clear representation of your objectives is, however, essential for your success. At the same time, you are free to hunt multiple purposes. This is why it is so important to decide on a main goal and several secondary objectives. Some people focus on obtaining the lowest possible costs, while others might aim for a long term collaboration.
Keep in mind that every contract includes more details, such as the payment methods, deprivation notifications, cancellation fees and many others. This is why the secondary goals are just as important.
Potential results of the negotiation
An ideal result of your negotiation is improbable, yet not impossible. Sometimes, your partner might be pressured by particular terms or maybe they are not too competent. While this is a good scenario, you have to analyse its adverse reactions as well. This result is probably incorrect and unfair for your partner. Therefore, they will most likely be unhappy. From this point of view, you can forget about obtaining a long term relationship.
The win-win situation is a fair middle solution that both parts can be happy with. While some terms go in your favour, some others benefit your partner.
Last, but not least, your inferior limit is your worst result. Think about the limitations or conditions that may underline a painful barrier. This is when you normally choose to give up and leave the negotiation. It is up to you to determine under what circumstances a failure can be taken for a closure.
Personal concessions and desired concessions
Think about the terms that you are willing to give up on. Sometimes, you might apply this technique in order to give your partner a feeling of superiority. In other cases, you may sacrifice some terms in order to win on the ones that really matter for you. You can apply concessions over all the negotiation terms or only over the contract terms. Think about all the possibilities and the potential effects of a concession.
On the same principle, educate yourself on the conditions and prices practised by your competition. Inform yourself about the market conditions, only to avoid useless concessions. Write down all the points you are expecting some concessions for too. Decide when and how far you should go. Always remember the win-win strategy.
Numbers and actions
It is highly recommended to decide very quickly during a negotiation, whether it comes to the price or actual conditions. It is just as important to make correct decisions.
- While negotiating prices and costs, it is crucial to be aware of all the conditions – prices, discounts, quantities, due dates and contributions. Make sure that you have an alternative to each of these factors.
- When negotiating contracts, it is essential to be familiar with the judicial details.