Human beings begin to negotiate as babies. From the moment they are born, they cry because they have needs to fulfill. He realizes that it works and repeats it over and over again, until he finally learns to ask or fight in a more dignified way for what he really wants. Like everything else, negotiation is a process that we have the capacity to improve. O outcome It's only considered positive when both parties feel they've won. It takes preparation, technique and, of course, cunning.
Based in Financial District of New York, the multinational financial group Goldman Sachs shares seven of his techniques (or precautions) to take before any negotiation. Prior organization is 70% the path to triumph.
If you have 9 hours to chop down a tree, use the first 6 to sharpen your axe.
Abraham Lincoln
1. Know what your goals are
Keep in mind or, if you prefer, write down what you want. Be clear with yourself and the company. Always analyze short- and long-term objectives.
2. Prepare for the meeting
Statistics, arguments, details of similar negotiations, everything. Compile and organize any information that supports your position. This also means understanding the other side's expected advantages - you need to plan and make it clear, through data, that your offer is irrefutable and the advantages are clear.
3. Find out about the other party
To realize the advantages, you need to know the other party well, you need to understand what their real needs and benefits are. Define the profile.
4. Equate what is positive for both
Be aware of logic win-win of the negotiation. Write down the results that would be equally advantageous for both of you (writing is a great technique for not missing details).
5. Consider giving in
Be clear about the areas in which you can show more flexibility in order to win in others. For example, consider whether it is pertinent, given the optimal conditions, to accept the slightly lower price.
6. Know when to give up
Set limits. If you're heading in the same direction, realize that the negotiation may not really be worthwhile if it's not meeting your objectives after all. A lack of concern for the existence of benefits for both of you on the part of the other party is a clear sign that you should abandon the negotiation.
7. Assess your resources
Don't make it clear that only human resources recruit. Understand your company's versatility and know how you can play with it. For example, your marketing team could help with a product launch or introduce you to investors who will become your direct network of contacts.