Win-win negotiation techniques related to clarification part 1

Service Business

Working out a solution that will satisfy the negotiating parties requires clear communication of needs, interests and positions. Sometimes negotiators give up the use of intricate and complicated strategies in favor of negotiating techniques for wine - faults related to clarification. Their use allows us to specify our demands as well as learn more about the real expectations of the other party. Knowing their goals, the partners can reach an attractive agreement in a cooperative way, which may be the beginning of a long-term and fruitful cooperation.

Scale-based win-win negotiation techniques

Have you noticed that some online retailers display their goods accompanied by items of a known size and shape? For example, earrings are sometimes depicted with a $ 1 coin. Thanks to this, you can imagine what the item you are going to buy will actually look like.

A similar method is used in negotiations - using the scale. The use of this win-win technique is based on showing the consecutive concessions of both sides and comparing them with each other. This makes the partners aware of what they will receive and what they will have to give if an agreement is reached between them.

Example 1.

- Please see what benefits we will get from the signed contract. You will get a lower unit price for the first 2 months and we will get your payment within 2 weeks. You will place orders one week in advance and we will guarantee free delivery.

Presenting the findings of the negotiations on an ongoing basis indicates that a fair contract is being concluded. The parties can control their balance of profits and losses and assess whether the terms of the contract at a given stage of the talks are satisfactory for them. However, using the scale has one disadvantage - it can show an imbalance between partners. One of the negotiators may judge that the concession made is disproportionate to the benefits received. In such a situation, it may be enough to renegotiate the contract and make further demands.

Negotiation techniques, win-win openness

In positional negotiations, partners never reveal their cards. Negotiators bluff, stick rigidly to their position and do not want to reveal what needs they would like to meet by concluding an agreement. Conversations turn into a game based on manipulation and guessing whether the other party will finally sign the negotiated terms of the contract.

Negotiators using the cooperative style behave on the contrary, using the win-win openness technique. Revealing your true intentions allows you to build a bond with the other party, who should repay the same and reveal what they care about the most.

Example 2.

- Mr. Kowalski, let me tell you that we really only care about one point of this agreement. We would like you to agree to exclusively cooperate with us for a minimum period of two years. We are currently looking for a partner for a long-term relationship and you seem to be the perfect partner. We can negotiate the price, delivery dates and payment period.

The openness should, however, be dosed. If you see that your opponent is not willing to reveal his interests, you also don't say anything more about your needs. The other side can use your open attitude to pursue their own goals - learning what you care about can use you.