Effective Negotiation Strategies

Separate the People from the Problem

The relationship tends to become entangled with the problem. Negotiators have to separate the relationship from the substance and deal directly with the people's problem. How to do it?

• Put yourself in the shoes of your counterpart.
• Talk about the ideas and expectations of both parties.
• Do not hold your counterpart responsible for your own problems.

Make sure the other party is involved in the decision and actively participates. Make it possible for them to "save face": Adapt your suggestions to the value system of your negotiation partner.

Articulate your emotions and acknowledge that they are justified. Allow the other party to let off steam.

Use symbolic gestures (e.g., shaking hands, a small gift).

Listen attentively and provide feedback on what has been said.

Talk about yourself, not the other party.

Establish active relations. Get to know the other person.

Focus on Interests, Not on Positions

Try to look beyond the words the other person has chosen and recognize the interests behind them. The following questions should be asked:

• Which interests do I want to secure?
• Which interests will the other side have?

During the negotiation, you should identify the different interests of each side and work on them together because the interests define the problem. How is it possible to identify the interests?

• Ask "Why?"
• Ask "Why not? Think about their choice."

You have to realize that each side has multiple interests. For keeping the overview and acknowledging their standpoint as part of the problem, make a list of all interests. For a successful negotiation, it is necessary to be precise but flexible, be hard on the problem, and at the same time, keep a soft attitude toward the people. Look forward, not back.

Develop Options for Mutual Gain

The conflict parties have to invent alternatives and options that offer advantages for both parties. The best way is to suggest to the other side something that covers their interest and costs you less than it gives the other party. The conflict parties have to develop options that serve the interests of both sides. It is helpful:

• To separate the process of finding options from the evaluation of the same options.
• To broaden the options and create multiple options instead of the "one" solution.
• To look for benefits for all sides.
• To develop proposals that will make the decision easier for the other party.

Make brainstorming a priority. Design an informal atmosphere for the brainstorming.

Insist on Objective Criteria

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Experiences, ideas or options are often controversial. It is possible to solve the problem, if the conflict parties can find common standards. The negotiator has to find out some mutually acknowledged criteria and standard:

Covert every dispute into a search for objective criteria.

Produce sound arguments, be open for arguments which are based on reasonable criteria

Never give in to any kind of pressure, only accept sensible principles.