Date Added: September 25, 2007 06:18:33 PM
The best negotiators say it is the art of compromise. They realize that it comes down to narrowing the gap at the negotiating table to make a deal. The best negotiators realize that taking a rigid stance is a mistake you cannot afford to make. Everything is negotiable. Finding a fair resolution means both parties walk away from the table knowing they realized the best possible outcome under the circumstances.
Some people think of negotiations in terms of a sport. To them it is a form of wrestling mentally at the negotiating table. They want to play their strengths against the weaknesses of the opponent. Thinking in these terms can be detrimental to the whole negotiating process.
While negotiating one should have an open mind to the process. If you are expecting your adversary to give on five points, be prepared to give in your position also. Without an attempt to find a common ground in negotiations, one that both sides find acceptable, there is no negotiation. It becomes merely one side making demands of the other, which serves no purpose.
The vital part of negotiation is communication. Negotiation is not war it is finding an acceptable common ground for the parties involved. That is a crucial point if you are one of those that thought of negotiation as a sport. In sport there is one winner while a successful negotiation should end with two winners.
Henry Kissinger, considered as one of the best negotiators, rates communication as the top tool at a negotiators disposal. You can only negotiate through interaction and it was Kissinger that negotiated the exit of the USA from the Vietnam War while avoiding as much disgrace as he could.
Every successful negotiator understands that a solid back up team is needed during negotiations. Negotiations are dynamic and situations can change quickly. A team that understands its roles can prepare for the eventualities that will come up during the process. Preparedness will allow you to understand the dynamics as they change and facilitate a good outcome.
A single minded team that understands its roles and has a desire for a positive outcome will put in the work needed to prepare for different situations and facilitate a positive outcome. In the end the outcome for the team will be shared by its members.
