Opening a negotiation
is a crucial step that sets the tone for the rest of the bargaining process.
The purpose of the opening is to create the proper setting for the upcoming
negotiation. Oftentimes, the atmosphere you create and the way in which you
present your argument can mean more to the transaction than any technical
matters or financial terms. These steps will enable you to get the negotiation
process off to a successful start :
1. Become acquainted with the other
party. The personal chemistry has to work in order to
receive a successful result. It is rarely a good idea to leap right into things
in a negotiation. Build trust and get your counterpart to relax and feel at
ease. Discuss news headlines or the weather, share a meal, or have a drink and
enjoy each other’s company. People tend to do business with people they know
and like. This skill is especially helpful in international negotiations where
socializing between parties is far more common than in North America.
2. Define the interpersonal dynamic.
At the opening of a negotiation, your tone of voice, your choice of words, and
your appearance will influence and govern the interpersonal dynamic. When the
personal chemistry clicks, bargainers often start making decisions based on
their feelings rather than making rational decisions.
3. Summarize the background.
When you are ready to move forward after getting acquainted, open by
summarizing the history of the transaction. Confirm that you and the other
party are in agreement about the reason for meeting and about the issues that
have been resolved previously. Then fall silent, forcing the other party to
start talking. By doing this, you will obtain more, often valuable information
while arriving at a discussion in which cooperation is the dominant theme.
4. Prepare an agenda.
This can be an effective tool where your ideas are stated in an orderly
arrangement and matters can be discussed in a structured manner. Examine what
it is the other party intends to get from the negotiation, which questions may
come up for discussion, and who will participate. Your agenda will govern the
expectations and preparations of the other party and the composition of their
negotiation delegation. If your opponent prepares the agenda, insist on a copy
in advance so you can prepare your delegation and avoid surprises.
5. Lay the groundwork for bargaining.
Your job is to get the other party to specify all of their requirements. If you
meet their demands too soon by making a new and better offer, you will diminish
your power position. A more hesitant and cautious approach will enable you to
inch your way forward and get a read on the other party and their intentions
before setting your course.
The goal of negotiation
is to find a cooperative solution where both parties feel satisfied. A prerequisite
for cooperation is a positive opening. By implementing these tips into your
opening, you will create the proper setting for your negotiation where you and
your party trust one another and you have positioned yourself favorably as you
commence the bargaining process.
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