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Change Leadership Management

Negotiation Techniques II

“When the final result is expected to be a compromise, it is often prudent to start from an extreme position.”

“When the final result is expected to be a compromise, it is often prudent to start from an extreme position.”

By John Maynard Keynes, The Economic Consequences of the Peace

Negotiation techniques are based, to a large extent, on the information, circumstances and skills of the negotiator. They are not scientific resources that are worth for any situation, but they give us ideas and positive bases that well developed can be very useful.

Resultado de imagen de negotiations

These are the basic elements that a good negotiator must promote:

  • We must convince ourselves internally that we are capable of thinking and analyzing with a willingness to say yes but with the aim of getting something else in return. It must be respected, without aggressiveness but with determination. With clear ideas to express them without hesitation and with solid arguments to defend them.
  • Must be able to anticipate the decisions of others according to different assumptions, which will allow you to foresee changes and design more favorable strategies.
  • You must comply with the agreements you reach to offer an image of seriousness and trust.
  • When it comes to strategy during negotiation, the best professionals often use these practices.
  • They begin by discussing the points on which it is easy to reach an agreement to encourage the other party.
  • They make concessions in unimportant points to remember it later and ask for them in the important aspects.
  • When circumstances permit, they can pose a very tough negotiation to weaken their opponent.
  • If it is not the first negotiation always remember the positive aspects that were achieved in the previous and create favorable future prospects.

The mastery of these elements, along with the character and experience, will forge the foundations of a good negotiator.

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