As your experience grows with each negotiation you participate in, you can complement your skills with activities such as reading trade books, participating in workshops and observing others negotiating when you can. Just as you wouldn`t make a recipe without getting the ingredients prepared beforehand, you should also prepare well before negotiation. Before you talk to your negotiating partner, ask yourself: when is the best time to negotiate this topic? To not have on autopilot, focus on more than what the other part of the negotiation is talking about. Pay attention not only to what he says, but also to the way he speaks and what his body language says. For many years, two avenues of negotiation have prevailed: the “win-win” method, illustrated in Getting to Yes by Roger Fisher, William Ury and Bruce Patton; and the hard style of Herb Cohens You Can Negotiate Anything. Now, Harvard-award winning business school professor Michael Wheeler offers a dynamic alternative to unity strategies that don`t fit real realities. You`ll often be stuck in a trial. So what do we do? Give up or be creative? The golden rule of improvisation is “never say no.” When an actor starts by saying, “Hello John, how was America?” No one would have said, “Actually, my name is James, and I just got back from Communist China.” You have to work with what you have! It is the same for a negotiation. But your decision can always be wrong. Your opponent can untangle his tactical moves, which may make it necessary for you to change your strategy from time to time. That`s why it`s so important to know how to improvise! First impressions in a negotiation determine the commercial atmosphere and perception of the adversary.
Therefore, it is important that you: look at your tongue! Use words and phrases that emphasize common interests. Professional traders are also nervous. Sometimes they are not sure of their chances of success. At the same time, as professionals, they can control their emotional reactions, which is essential in negotiations. A world-renowned negotiating program member at Harvard Law School presents the powerful next-generation negotiating approach. Negotiating is a skill that can be developed and you need to study. Just as two people are not equal, the negotiations are always different. Each comes with its own peculiarities, which means that preparation is important, but the ability to think and improvise quickly is important. Create a map of what you expect before you start and good offers! There`s a lot to learn from jazz musicians. While orchestral musicians read notes in notes, jazz musicians can improvise a concert without scores, simply listen and adapt to rhythm and melodies. This way, if the other side of the negotiation does not accept your objective, then you have another objective to pursue.