Barriers to Successful Negotiation
There are many reasons that negotiations go awry. You can ensure that your negotiations are more likely to be successful by avoiding these five common barriers to successful negotiations:
Viewing negotiation as confrontational.
As discussed in the welcome, negotiation need not be confrontational. In fact effective negotiation is characterized by the parties working together to find a solution, rather than each party trying to win.
Becoming emotional.
It's normal to become emotional during negotiations that are important. Often negotiations are fraught with blame and a focus on personalities (more on that later). In a negotiation, as in any relationship, each party contributes, for better or worse. Blaming others for difficulty only further ignites a situation and creates more emotion. Choose words carefully, speak clearly and positively.
Maintaining coolness allows people to channel their negotiating behavior in constructive ways. Thus, it is important to maintain control.
Possessing a bad attitude.
In addition to avoiding emotion and confrontation, the attitude assumed in negotiation (hostile vs. cooperative) will set the tone for the interaction. Possessing a positive attitude also directs a perspective in the negotiation where both parties will leave "wining." Don’t view negotiation as a contest that must be won. The final element in having a positive attitude is a point touched upon earlier – the need to understand the other person's needs, and wants with respect to the issue.
Focusing on personalities, not issues.
People have a tendency to get off track particularly with people they don't like much by focusing on how difficult or obnoxious the person seems. Once this happens, effective negotiation is impossible. It is important to stick to the issues, and put aside our degree of like or dislike for the individual.
Not listening.
Focusing on what should be said next instead of listening intently to the other party will derail negotiations. Listening helps establish trust and understanding. From that basis two parties can successfully negotiate.
Principles in Negotiation
Roger Fisher and William L. Ury in their book, Getting to Yes: Negotiating Agreement Without Giving In, advance these negotiating principles which support the art and science of negotiating:
1. Set the tone early, offset any bad rumors, and be candid.
2. Utilize "human factors" and be open about feelings and motives: this will enhance trust.
3. Avoid presenting too many issues, highlight the strongest ones.
4. Avoid deadlines, lessening the chance for needless concessions.
5. Summarize frequently: this enhances understanding.
6. Present arguments calmly, without personalization, and make sure they are logically supported.
7. Avoid use of personal opinions in arguments.
8. Avoid ultimatums and other forms of non-negotiable demands.
9. Admit, when appropriate, the validity of the other party's arguments.
Tips for Successful Negotiations
Starting a negotiation with the principles cited above will set the stage for a positive negotiation. These nine additional tips will help the negotiation process unfold smoothly:
Be inquisitive.
Ask questions before and during the negotiation. Skillful questions can reveal valuable information and transform a negotiation from an adversarial conflict into a partnership. Start with open-ended questions and move to narrower, more direct questions. Questions to uncover what the other person's concerns and needs might include:
· What do you need from me on this?
· What are your concerns about what I am suggesting / asking?
· Why is this important to you/to your organization?
· How do you view our business/our meeting?
· Why is our business appealing or unappealing?
Once a question is asked, be quiet and listen carefully. Restate the response to confirm and clarify.
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