You negotiate every day, both consciously and unconsciously. Most negotiations run smoothly and quickly lead to results. Sometimes it’s more difficult. For example, if you are negotiating as an entrepreneur about a new assignment, a takeover or a solution to a dispute. How do you achieve an optimal negotiation result?
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Getting stuck
This also applies to negotiations; without friction no shine. The best result is often (only) achieved after negotiations have stalled and negotiations have nevertheless continued. You can read how to do that in my blog about deadlocked negotiations .
If a negotiation seems to have stalled, it is important to be able to fall back on good preparation. But good preparation is not only essential in deadlocked negotiations; with good preparation you will also achieve an optimal negotiation result more quickly.
Preparation
A negotiation is a force field between (among other things) interests, emotions and goals. If you make this transparent, both for yourself and for the other, you oversee the playing field. It also gives you a good picture of the optimal (and realistic) negotiation result and the way to achieve it. How do you properly prepare for a negotiation? In any case, consider the following:
- what goal do I want to achieve?
- what interests do I have?
- which emotions play a role?
Try to make an inventory of these points for the other party as well. In this way it becomes clear what the other person is about – and you can respond to this during the negotiation.
Target
Always keep your goal in mind during the negotiation. A buyer? Yes, and yet goals are still adjusted far too often during negotiations. However, research shows that sticking to your goal helps to achieve the best result. For example, you are less likely to make concessions without getting anything in return. How do you stick to your goal? Make your goal SMART. SMART stands for specific, measurable, achievable, realistic and time-bound. So ‘ sell company for amount X while retaining employment within one year ‘ instead of not ‘ sale of company on best terms ‘.
Interests
Interests (or needs) play an important role in negotiations. Your goal is the sum of your interests. For example, ‘a good takeover’ is the sum of financial and commercial interests. But interests also play another important role in negotiations . An optimal negotiation result does justice to as many interests as possible. So to as many interests of yourself and of the other party as possible. The advantage of mapping out the interests of the other party is that you can think about a way to meet them, without jeopardizing your own interests.
Emotions
Emotions also play an important role during business negotiations. For example, as a result of the negotiating style of yourself or the other person. And if one party feels that it is the underdog , it will negotiate differently. Just like a party that feels that it is not being treated fairly. To negotiate well, emotions should not get in the way. It therefore helps to express and discuss emotions prior to and during a negotiation. Also in business negotiations.
Questions?
Do you have questions about negotiating and preparing for it? Then contact us without obligation . Loes van Kooten of HJ Advocaten & Mediators gives courses in Harvard Negotiation through the ADR Institute , among other things . As a lawyer, Loes also provides strategic advice during negotiations to entrepreneurs who want to achieve the best result, both in the foreground and in the background.
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