Home' Trinidad and Tobago Guardian : February 11th 2014 Contents B17
Tuesday, February 11, 2014 www.guardian.co.tt Guardian
What is negotiation ?
Negotiation is defined as a discussion
among individuals, each one trying to pres-
ent his best idea to come to a conclusion
benefiting all. An individual gains nothing
out of conflict and misunderstanding; instead
it leads to stress and anxiety. It is always
advisable to compromise to the best extent
possible and try to find out an alternative
which satisfies all.
An individual needs to adopt certain skills
for a successful negotiation. Let us under-
stand them in detail:
An individual before starting with the
negotiation must be very clear with the
agenda (topic) of the negotiation. Ask your-
self - why this negotiation? What is the
objective of the negotiation? One must be
well informed. Try to find out more about
the competitor s products or services.
Let us suppose you want to buy a Parker
pen for your friend s birthday. Before pur-
chasing, it is always better if you check out
the prices of other brands as well for instance
Mont Blanc. Also check out its features; it
will help you in better negotiation with the
store owner. Don t go blank; the other party
might fool you.
Before any important deal, do make it a
habit to go through as many details as you
can. The second party might ask you any-
thing, you must be well prepared to clear
all their doubts and convince them. If you
yourself are confused, he would never bother
to listen to you.
React sensibly: A good negotiator must
react sensibly. He should never lose his temper or
over react. If you are unhappy with the deal, show
your displeasure. Don t keep things to yourself or
assume that the others will understand it on their
own. One has to voice his opinions. Make the other
person realize that you are not satisfied with the deal
and it must be revised. Show your unhappiness to
If your boss assigns you a project you are not very
comfortable with, show your displeasure to your boss
in a polite way and ask for something else. But make
sure you are not rude; otherwise your job might be
Patience: One needs to be patient enough for a
good negotiation. It is not always that the other
person will accept your suggestions in the first attempt
itself. You need to convince him and it needs patience.
Never be in a hurry to close the deal.
Confident: One needs to be confident enough for
an effective negotiation. You might need something
but never show your desperation to anyone. They
will take undue advantage of your helplessness. Take
care of your facial expressions. Never be nervous in
front of the second party. Don t start sweating.
Greg was offered a job with a leading advertising
agency. He was really very happy as he was jobless
for quite some time now. The HR quoted a figure to
Greg, which did not impress him much. Greg tried
his level best to negotiate with the HR, but unfor-
tunately the HR had already found that Greg was in
dire need of the job. He refused to negotiate further.
Poor Greg had no option than to accept it.
Where did Greg go wrong ?
The only mistake he did was he made it very obvi-
ous that there was no way he could afford to miss
Be dignified: One should maintain the decorum
of the place and should not stoop to any level for
getting the best deal. Present your ideas in a dignified
way. Remember it is just a discussion, not a battle
field. Avoid shouting or using derogatory statements
against anyone. If you are not satisfied with the deal,
its better to quit rather than fighting and using abusive
Be very clear in your communication: Stay firm
on your quotes and do not change statements quite
often. Don t play with words or try to confuse others.
One needs to be straightforward from the very begin-
Be a good listener: Don t jump to conclusions;
instead listen to what the other party offers. Under-
stand his situation well. It s okay to think about your
personal interests but don t be mad for it. If the deal
is not benefiting the other party, he will obviously
not accept it, don t be after his life. If you don t listen
to others, they would obviously not respond to you.
When a customer goes to purchase something, he
must not forget that the store owner also has to earn
his profits. The store owner should also understand
the customer s needs and pocket. Negotiation depends
on mutual understanding.
Be reasonable: Don t quote anything just for the
sake of it. Be reasonable. Don t quote imaginary or
unusually high figures. Don t ask for anything you
yourself know is not possible. It will just be wastage
of time and no one would benefit out of it.
No body is born with good negotiation skills; you
need time to acquire them. Be tactful and patient.
Understand the second party well - his needs, expec-
tations and find out a solution beneficial to both the
How to negotiate effectively
No body is born with good negotiation
skills; you need time to acquire them.
Be tactful and patient. Understand
the second party well - his needs,
expectations and find out a solution
beneficial to both the parties.
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