Entering into negotiations can be very difficult after all most of the time the result of the negotiation can change the course of one’s life or career. Furthermore many times we enter into negotiations on unfamiliar territories with people of which we have very little knowledge of. Regardless of how prepared we are in familiarizing ourselves with the issue at end, as well as our negotiating counterparts, during the course of a negotiation surprises may requiring an appropriate response.
I grew up in a house in which both my mother and father were politicians and my father was the head delegate of the peace negotiations of my country Angola. I have fashioned my approach to negotiations based on their experiences and teachings. From what I have observed, compromising always gives the best results, after all, the parties involved have gained something at the end of the negotiation. Thus unlike wars negations are not about winners and losers instead it should be focused on how to make all the parties involved into winners.
In entering a negotiation I like to have a clear picture of what I want, and more importantly what I do not want. By setting these extremes I am better positioned in negotiating for everything in between. I would approach my counterpart with respect and give them a sense of equality, even if I feel that I have leverage over them, after all if my counterparts feel threatened they can harden their points not for the sake of what is being negotiated, but for emotional reasons.
When I enter a negotiation I like to foresee my counterpart’s argument, and devise ways in which his arguments can be used to support mine. I anticipate their questions, I anticipate their responses and more importantly I think of my own argument and the objections they may have against them. Even though it is difficult I try to have controlled emotions and whenever possible control the emotions of my counterpart; that way the argument does not get lost in the fury of emotions.
I am aware that most times my counterpart will approach the negotiation with a win and lose approach. In those situations I will try to approach the negotiation first by understanding fully well their intentions second by showing that a win-win approach is the best and the only one that will be conducive to an agreement.
In most negotiations that I enter, I avoid giving ultimatum, or saying this is what I believe and nothing you say will change my beliefs, because this simply burns all bridges to possible understanding. I will only give an ultimatum if as I have mentioned above my counterpart forces me to a proposal that is utterly unacceptable to me.
In general, my approach to negotiators start off by taking collaborative and interactive approach in which at the conclusion of it all parts will see themselves as winners. It may happen that in reality not both parts are winners but at least I want to leave the perception or the feeling that we all have benefited from what we just agreed upon. This approach can lead to more successful partnerships and negotiations in the future.
The above essay was written by a college student and merely states opinions of a college student. However, if you feel strong about responding to the opinions stated, please write to artcles@directorym.com and express your concerns.