PRINCIPLE
COMMENT
Negotiation is a process by which two or more parties try to resolve their differences to their mutual satisfaction.
Negotiating must take place between equals, as perceived to each other. Always negotiate with those in authority, never with a second-rate team.
Negotiation is based on a common respect for 'the rules of the game'. Be calm, courteous, controlled and reasonable.
Be patient, and take as much time as you can for planning and to negotiate.
See the Other Party's case. Listen carefully to what is said and how it is said.
Be ready to 'communicate'; you can then examine all options and alternatives, enabling you to re-consider your objectives.
Avoid 'confrontation'. It is better to maintain calm, especially in the early stages when you are 'sizing each other up'.
Plan your concessions.
Know when to stop.
Appear relaxed, but never relax your guard.
Plan for the negotiation and consider the value of a team and possibility of a 'try-out' rehearsal.
Do not under-estimate the Other Party.
Respect confidences.
End negotiations positively.
It is not a contest. Each party likes to feel that it has 'won', without regretting what the Other Party has achieved.
Although titles vary, the ability of both Parties to reach a decision is essential, as is the mutual respect between negotiators with equal levels of power.
Be 'yourself' - discuss rather than debate. Do not dominate, and try to avoid conflict and aggression.
Rushed decisions are rarely good ones which satisfy either side. Don't hurry, as delay is better than a bad decision or agreement.
Try to put yourself in the Other Party's position. Looking at your position 'from their side' will help your assessment of what outcome might be acceptable.
Being open and co-operative will usually induce the Other Party to do the same, leading to more chance of a better agreement for you both.
Do not put yourself into a position from which you cannot retract. If you start with a disagreement, things may be said which make a satisfactory negotiation impossible.
For every concession you decide you can give, get one back by using "if you, then I". Keep a record and be aware of the cost and value comparison.
'Ideal agreements' are rare, so don't pursue one if it would be too costly or take too long. It is better to deadlock than to make a bad deal.
Listen carefully to gain information and make use of all opportunities. Do not make an offer until you know all the points the Other Party wants to bring up in this negotiation.
Anticipate how the Other Party will negotiate and plan for all possible developments. For an important negotiation a rehearsal is essential and will provide a useful reserve team.
Some negotiators have been known to 'put on an act' and appear not to understand the process. As representatives of their company they are almost bound to be trying to mislead you.
The essence of negotiation is mutual trust and a good long- term relationship may be vital for future negotiations. Never disclose a business confidence heard at the negotiating table or during informal discussions.
Review all items discussed so that there is no possibility of a misunderstanding when the agreement is put into effect. Write down all points agreed and identify further action and implementation requirements.
FINALLY- Find time to analyse success orfailure.
It can ensure success - or avoid failure - next time.
