There are three basic reasons causing failure of negotiations. Both sides either have the same points that they do not allow any discussion about, send representatives incapable of independent decision-making or have no clear idea what winning means. This is true both for politics and for the business environment. How to learn from these mistakes and negotiate effectively? Cbsnews.com brought three practical tips.
1. Start with shared stands
The best negotiators start with the issues that both sides agree on. Then, there is always a possibility to go back to the common ground when they do not find agreement on other points.
2. Send real negotiators
To make the negotiation process directed somewhere, do not send negotiators who can not manoeuvre despite no matter how high function they possess. You would be at least unnecessarily wasting your time.
3. Clarify how winning looks like on both sides
If you lack trust to jointly agree on what you want to achieve, there is very little chance to achieve anything.
-kk-