Although people often think that negotiating is the same as bargaining, it is not. Negotiating is a process, and bargaining is one stage of that process. There are three other stages of negotiating, and even those are tempered by timing, intuition, and flexibility to the process.  

Good negotiators understand their own style, as well as that of other people. They understand their own limitations, and how their style can work for and against them. They also understand how to flex their own style and exhibit high levels of self-control so that they maintain composure – and control – through the negotiation process.

 If we approach negotiation as a collaborative effort, we are better able to notice and acknowledge our partner’s use of language and body language, and we can recognize things they value through the words they use in conversation or in written drafts of an agreement. In return, we can adapt our language to reflect their values, appealing to their understanding. We can modify our approach to reflect their interests and values and, as a result, increase the chances that they will take us seriously. We are not as capable of noticing subtleties if we are involved in a negative or confrontational environment.

• Cooperative negotiators look for a “win-win” situation where both parties know that they were able to get the best possible result.
• Competitive negotiators aim to “win” in the negotiation. Their goal is to get as much value as possible for their objectives, whether their counterpart gets any satisfaction or not.
• In combined approaches, one negotiator may be cooperative and the other competitive. When both are cooperative, they will find a solution if there is one available.
• If both negotiators are competitive, they may both dig in their heels and refuse to offer any concessions to the other side.

 If you would like to learn more about how to develop your Negotiating Skills then click here.

Until next time
Marcus