Negotiation: A Process for Mutual Satisfaction
Negotiation is a structured process aimed at finding an agreement that genuinely satisfies all involved parties. It emphasizes integrity, meaning you’re not trying to ‘win one over’ but rather to achieve an outcome that everyone finds acceptable. By following the process, you can achieve a decent, if not always predictable, result.
The 5-Step Negotiation Roadmap
Every successful negotiation follows a clear path: it begins with thorough preparation, moves into an opening stage, progresses through bargaining, concludes with closing the agreement, and wraps up with essential follow-up actions. Adhering to these steps provides a robust framework, ensuring you navigate discussions effectively.
Preparation: Your Foundation for Success
Going into a negotiation unprepared is a recipe for failure. Define your ideal, acceptable, and bottom-line outcomes. Crucially, know your BATNA (Best Alternative to a Negotiated Agreement) — what you’ll do if the negotiation fails — as it defines your absolute minimum acceptable terms. Research context, players, and develop a strategic plan including concessions.
“”Having a clear BATNA (Best Alternative to a Negotiated Agreement) is essential because any negotiation below that bottom line is just a discussion about how much you are prepared to lose.””
Opening: Setting the Stage for Collaboration
The opening phase is critical: make a good impression, build rapport, and check the other party’s authority. Agree on the basis and scope of the discussion, set ground rules, and then clearly state your ideal outcome. Ideally, encourage the other party to share their ideal outcome first.
Bargaining: The Heart of the Negotiation
This stage involves presenting positions, exchanging ideas, and making offers and counteroffers. Expect requests and offers of concessions. The bargaining continues until both parties sense they are close to an agreement, with offers and concessions solidifying the details.
Closing: Sealing the Deal
In the closing stage, summarize and confirm all agreed-upon issues and concessions. Use a trial close to gauge readiness for agreement. Once confidence is high, make the formal offer. Upon acceptance, confirm and record the decision. Crucially, once the deal is closed, limit your conversation to logistics and pleasantries to avoid introducing doubt.
“”Once you close the deal, there is nothing more you need to do… anything else you say can do nothing but poison the deal.””
Follow-Up: Building Trust and Ensuring Delivery
The final stage involves performing all commitments made during the negotiation, promptly and as agreed. Document the agreement thoroughly and share it with all parties involved. Extend courtesy by thanking colleagues and counterparts, reinforcing positive relationships and future collaborations.
