IntraOrganization Negotiation August 28, 2019
Collaboration and The Other Cs To Avoid Negotiation BreakdownsNegotiations rarely fail because one party cannot offer what the other party wants. Most of the time, it’s all a matter of perception, attitude, strategy, and a willingness to work things out. If you’re going to invest time and energy into negotiating a new contract or agreement, you should do everything in your power to avoid a breakdown in talks. You can do this with what we call the 5Cs.
Our 5Cs Formula for Avoiding Negotiation Breakdowns
From the initial offer to the discussions that follow, communication can make all the difference. If you want to communicate your points clearly, make sure to:
Sometimes, negotiations seem to start on the wrong foot. But that’s only a matter of perspective. Once the basic negotiating points have been laid out, you can work with the other party to find solutions that will benefit both of you. The very reason you started negotiating in the first place is because an agreement could benefit both parties. This means you already have a common goal. Now all you have to do is work together to find a Both-Win® solution. The focus here should be on working together to reach a common goal. Show that you are willing to collaborate and ask the other party to work with you. They may be more open to collaboration if you try the following approaches: • Work out a better solution for both of you.
Both-Win® situations are a prerequisite for a successful negotiation. If you want the other party to accept your terms or give you what you want, you need to meet them halfway and offer something in return or make compromises. Perhaps you will have to pay a little more than you had planned or wait a little longer than you were hoping. You may have to accept new terms or make amendments to your own terms and conditions. Just remember that the compromise will get you what you want. Also, by making concessions and giving something to the other party, you earn the right to ask for something in return. This is what negotiations are all about: adjusting offers and terms until reaching a Both-Win® solution.
It’s easy to lose your temper, especially when you’ve struggled to offer a mutually beneficial agreement and have made compromises. However, losing your temper may undermine your chances of reaching an agreement. You cannot afford let your emotions impair your thinking, affect your perception, or get in the way of your goals. If you give in to them and expose your weakness, the other party may take advantage and try to manipulate you. Sometimes, versed negotiators use emotions to get what they want. They feign apathy, anger, or empathy to push negotiations in the direction they desire. You cannot help feeling the way you do, but you can keep your feelings and emotions under control. The following tips may help:
Sometimes, despite your best efforts, reaching an agreement seems impossible. You simply cannot get the other party to accept your terms and you know you cannot meet theirs. Perhaps it is time for a change. Here are some things that you should consider changing:
If you follow the above formula and give it your best, your negotiations should lead to a Both-Win® agreement. It may take time and effort, so stay at it! Just because you haven’t reached the winning agreement does not mean you never will. It could, however, mean that the agreement you are struggling to reach is simply not meant for you or worth pursuing. If, despite your best efforts, you see no result and no light at the end of the tunnel, perhaps it is time to take a step back and look at the big picture. You may realize that it is time to stop negotiating. Perhaps:
What is your winning formula when it comes to negotiations? Please share, so that we can all learn from one another and improve!
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