Negotiation is a bit like See- Saw, it assumes that a point of balance will
be found even though the participants may start at the opposite ends of the
scale. Both the parties will settle for something which they relate to be a good
deal. The concept of range and possibilities is very important, the balance may
not be at the center, and ranges of solutions are possible around the
midpoint.
In the process of finding this balance sometimes the other party
may corner you and you may feel cornered, the traditional approaches may not
work and you can rapidly lose ground. Follow these simple tips(a supplier's experience) in case you get stuck in a negotiation.
1.
Right to Keep Quiet
Silence is golden, often saying nothing is more powerful
than anything you may want to say. Silence can be very unnerving for the other
party and they may begin to speak to fill the vacuum created by silence. This
may lead them to disclose more than they may have given out at the first stage
during negotiation.
2. Keep on Listening
Make sure you are intensely
listening and practice the art of summarizing and clarifying as they speak, make
sure that you give them signal that you are listening intensely and encourage
them to continue. Nodding your head or use of words like - I see, Hmmm can be
useful in negotiations.
3. Reserve your firepower and trump card
You
should not offer more concessions if you have been cornered, every concession
you give needs to be reciprocated. Encourage the other side to spell their needs
and delink it from the positions they are taking to defend it. You should also
spell your needs and then barter them with each other in the end. Offering too
many concessions in the starting may reduce value creation in negotiation.
4.
Keep your cool
Sometime the other party may use emotional barrage to derail
the negotiation process. Let the other side blow off steam and vent frustration,
don't react. Return to main issue or take break in case it gets very
acrimonious. Don't walk into the trap of derailment.
Whatever be the
situation never assume that you have lost it completely. Stand up for your
rights. These situations teach you the most in life; this is where you really
have to negotiate! In negotiations caring deeply may not cut ice, only effective
preparation and focused attention make the difference.
