There are four critical elements to identify in this stage of negotiations. First, you must carefully observe the actions taken by the other party, such as how they react or how they try to get you to react. The agendas behind their actions are more important than the actions themselves. You need to understand the underlying causes and pressures that cause people to behave the way they do. Then, you can look for ways to create alignment through side-by-side problem solving rather than face-to-face confrontation. This will help you determine the added value you present that gives you a competitive advantage.
Many individuals are open-minded about hearing negotiation presentations, while other listeners are more resistant, based on their experiences, personalities, and their attitudes toward you and your message. For this reason, it is important to structure your presentation so that it is persuasive to everyone on the other side of the negotiation. When you take this extra time to plan, your message will be much more relevant and convincing.
Whether you like or dislike bargaining, it's a natural and integral part of any negotiation. Bargaining becomes easier when you have conducted effective research and analysis, have presented alternatives and value that targets the objectives of the other side. In this module, you will learn to identify ideal, realistic, and fallback positions for both parties, so you will know the scope of your negotiation points. You will analyze classic negotiations tactics to determine which tactics you could apply and how to respond to tactics from the other side. You will address four principles to manage your reactions, before taking the last steps to finalize a win-win agreement.
Register today for, Negotiations Mastery: Analysis, Presentation, Bargaining & Agreement.