Developing Effective Negotiation Techniques
“We cannot negotiate with people who say what’s mine is mine and what’s yours is negotiable” – John F Kennedy
Everyone negotiates daily, either in the office or at home. There are also professional negotiators, business deal makers, peace negotiators, diplomats, and hostage negotiators. The dark side of negotiators happens when they resort to bullying and unethical behaviour to get what they want. They believe that they can only win if the other side loses i.e. win-lose outcomes.
However, business negotiations usually need to build and sustain a long term business relationships. These types of negotiations are built on creating mutually beneficial agreements i.e. win-win outcomes by brainstorming creative solutions, identifying differences in preferences, seeking common ground and building trust. Is there a common trait that runs along all win-win negotiation techniques?