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The 7 Elements

The 7 Elements

A negotiation does not have to be a uni-dimensional, one-shot activity.

There are seven points to prepare yourself with:

  1. What do people want?
  2. What is my Plan B?
  3. Creating Value using shared interests.
  4. What's relevant and what's persuasive.
  5. One-shot or multiple rounds?
  6. The best way to communicate.
  7. What are my commitments?

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Negotiation

Whether it is a high-stakes deal, the price of a used car, or a family issue, we all are bargaining and getting into negotiations.

Negotiation is 90 % planning, along with being educated and prepared.

What People Want

Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.

The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.

Plan B

There can be scenarios where you will not be able to reach a deal, so it is advisable to always have an alternative, a Plan B, or a back-up with you in any negotiation.

Creating value

Once we can find out what the shared interests are, we can find many ways to address certain demands of the negotiating party which may not be a hassle for us.

Being Fair

We need to know what's the most relevant and persuasive criteria.

A negotiation will break down swiftly if there is no fairness in the proposals of either party.

Having a legitimate argument in the tactics used for influencing is always a good thing for a successful deal.

Short Term and Long Term Game

Sometimes negotiation is not about the immediate goal of the discussion but about the larger picture.

It may be a multi-round war and not just a battle. You may choose to win now but you may risk losing something bigger in the future.

In this scenario, we can make a different choice in the immediate deal so that we eventually win.

Good Communication

In any negotiation, good communication is key.

Common misunderstandings and wrong assumptions are the biggest reasons for a break down of a negotiation.

Our Commitments

Managing to articulate what we can commit to the deal leads to the best and most ideal outcomes in a negotiation.

Having a planned commitment beforehand eliminates surprises and further negotiations that may arise otherwise.

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RELATED IDEAS

It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.

The “win-win” negotiators seem to have the most success. 

It doesn’t mean you to split resources right down the middle with a sole focus on being “fair", automatically making a concession just because the other party made one or that you should try to avoid conflict and tension at all cost.

1

IDEA

This is an attempt to gain concessions using time pressure.

In its simplest form the trick involves setting a deadline by which time the agreement must be signed, or the deal is off.

Tip for the negotiator: Keep arrangements flexible and build time around your negotiation. Time pressure may even work in your favour if you keep arrangements to yourself until the deadline has arrived. 

Plan for the implementation stage
Place milestones and deadlines in your contract to ensure that commitments are being met. 

Consider agreeing to meet at regular intervals throughout the life of the contract to check in and, if necessary, renegotiate. 

In addition, adding a dispute-resolution clause that calls for the use of mediation or arbitration if a conflict arises can be a wise move.