Win Win Negotiation, 7 points to get the best deal

This week I had the privilege to attend an excellent talk given by Peter Miller from Mentor Consulting and I would like to share with you my summary of his valuable set of advice.

1 – What is negotiation?: Get the best possible deal in the best possible way.

2 – When should you negotiate?: You should choose the moment when the stakes justify time and effort.

Lac de Bresses, Mercantour

Lac de Bresses, Mercantour

3 – Where should it be?: Select a place where you can be close to the persons, avoid large tables and big rooms. You will need to observe and listen carefully as the most important information will most likely not be in the words people will say.

4 – How should you proceed: The most important thing is the selling phase that will enable the negotiation and facilitate the deal. The selling process includes a goal setting phase, a questioning phase when parties will learn about each other needs, priorities and interests. Planning this phase carefully will be key to the success of the whole endeavour.

The selling technique should be based on motivation as you want to establish a long-time relationship with the other party. Manipulation would not be effective in this situation on the long term.

5 – Which words should you avoid: Yes, Free and No are dangerous words as they don’t send the right signals in a negotiation process and therefore they should not be used. Maybe is most ineffective as it doesn’t give information to the other party.

6 – Which are the key competences I should develop?: You will need some skills and knowledge but the key dimension is the attitude. In a face to face communication information is mainly transferred by attitude perception. You will need to question your attitude and control the negative emotions/attitudes such as greed, secrecy and lie.

7 – What makes a successful negotiator?: Detailed planner, Goal setter, Questioner, with an attitude showing self confidence, integrity, empathy, patience, determination and tenacity.

Key advice:

In a negotiation, you should never give anything for nothing. If you’re giving something, it means that it has value and then you should start trading.

Special tips:

  • How to use omission without falling into secrecy: Secrecy is when you hide information for a reason which can’t be justified and this is negative in a negotiation. Omission is very different as it means that you choose not to start with a topic but you are prepared to share some information about it if questioned.
  • How to negotiate with a bully: Call to their humanity, show some care to them as a person. This is the best way to make them reconsider their position.
  • How to negotiate when there is a hierarchy difference: Stick to facts and data, to the elements which can’t be discussed and which won’t put you in a position where power may be used against you.

Thanks to PMI France, Branche Côte d’Azur for organising this excellent conference for us and Amadeus for hosting it.

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