Home' Trinidad and Tobago Guardian : February 11th 2014 Contents B23
Tuesday, February 11, 2014 www.guardian.co.tt Guardian
When individuals find it difficult to
adjust with each other, the best way is
to sit together and discuss among
themselves and adopt the middle path.
Instead of fighting with each other, it
is better to discuss things and come to
an alternative benefiting all. Negotiation
takes into account the personal interests
of all and helps individual to come to
a common conclusion.
When the targets of a team are set,
all the team members are invited to
discuss with their superiors. If the boss
assigns a target of 20 sales a month
and the team members find it unachiev-
able, they should negotiate with their
boss to slightly lower their targets, rather
than saying a yes to it.
When you want to go for a party,
you probably negotiate with your par-
ents that if they allow you to go for the
same, you will study the whole week-
end. The process of negotiation is
designed to benefit all but sometimes
it is little difficult to reach to a con-
clusion and satisfy all.
There are few challenges to negoti-
ation and one must try his level best
to overcome them. Let us study them
The biggest challenge to negotiation
is when individuals are not ready to
understand the second party at all.
There are individuals who only think
about their interests and tend to ignore
the interest and needs of the other.
Jim wanted to buy a shirt for himself.
He was only concerned with his pocket
and never bothered about the store
owner. He quoted an unusually low
price and the store owner refused to
sell the shirt. The outcome was a big
zero. Nobody could get what they
wanted. Jim failed to understand the
fact that the store owner is not sitting
for charity. He also has a family to look
after and thus even his profits are
important. Why would he sell some-
thing at a less rate which would not
earn him his profits?
Try to find out the expectations of
the other party as well. For business
negotiation, you will definitely be
appreciated if you save your organisa-
tion s money but remember the other
party is also doing business. Quote
something which will save your com-
pany s money as well as earn some
profits for the other party as well.
Lack of time is also a major challenge
to effective negotiation. One should
never be in a hurry. You need time to
convince others. Never be in a rush to
purchase things or close a deal. Analyse
things carefully and then only come to
Going unprepared for a negotiation
is unacceptable. Don t underestimate
the second party. One should do his
home work carefully. Check out even
the smallest details before going for a
negotiation. Don t think that the other
person is not as smart as you, he can
ask you anything and remember even
he will try his level best to convince
you. You need to have valid answers
for his questions.
Lack of patience also leads to a bad
negotiation. Every individual has the
right to express his views and one
should not interfere in his speech. You
might not agree to him but at least
listen to him first. Sit with the second
party and make him realise how the
deal would benefit you as well as him.
If possible take a note pad and a pen
with you to explain things in a better
way. Carry all the necessary documents
which you might require at the time
Criticism, sarcasm, derogatory
remarks are the biggest threats to an
effective negotiation. Never ever say
anything which might hurt others.
Remember everyone is here to do busi-
ness and make profits, so be logical
and justified. Don t get too involved
and over emotional. One should be a
little diplomatic and intelligent for an
Avoid last minute changes as it result
in confusions and misunderstandings.
The two parties must be very clear on
what they expect from each other, and
must stick to it. Don t change state-
ments every now and then. Once a
conclusion is reached or a deal is
cracked, it s always better to sign an
agreement in presence of both the par-
Being too rigid is one of the biggest
challenges to an effective negotiation.
Be a little flexible. Compromise to your
best extent possible and don t crib
always. One should adopt a positive
attitude and try his level best to adjust
with each other and find out a solution
which will satisfy all. Only price is not
important, other factors like quality,
brand name, durability must also be
taken into consideration. One CD player
might cost you $5 but another might
cost you $4, a little cheaper than the
first one, but it is quite possible that
the first one is far superior in quality
than the second one. Be a little sensible
and understand things. If you have pur-
chased something for $6, would you
sell it to someone for $3. Obviously no,
the same goes with others as well.
Stay alert while you are negotiating.
Don t accept any terms and conditions
without carefully studying them. You
might create problems for yourself later.
Keep your ears and eyes open while
Lack of confidence is again one of
the major threats to negotiation. Don t
forget to make an eye contact with the
person sitting on the other side of the
table. It s important to be serious but
that does not mean you will not even
greet the other person. Be straightfor-
ward and crisp in your communication.
Take care of your dressing and appear-
ance as well.
Challenges for an
Being too rigid is
one of the biggest
challenges to an
a little flexible.
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