The problem with many negotiations is too much time spent on unimportant matters. Emotions are usually to blame because they overshadow our logical thinking when the other party submits something that does not fit in with our idea of the progress of the negotiation. "When you focus on the differences between your positions rather than the commonality of your interests, little progress can be made," explains Anthony K. Tjan on the Harvard Business Review website. So how should we not get too emotional during negotiations and reach agreements as quickly as possible?
1. Start from common goals and interests
Do not waste your time by entering into negotiations without knowing your interests and the interests of the other party. The easiest solution is to agree in advance that both parties will write down their goals and interests and share them with each other.
2. Discover the hidden motivations of the other party
In addition to the other party's efforts to achieve the basic goals they submitted to you, there are often ulterior motives. Negotiators may, for example, be rewarded differently depending on the results they achieve in the negotiations. This of course affects their behavior.
3. Explain the reasons for your requirements
If you are somehow personally engaged in the negotiation, you should tell the other party. Do not assume that the other party automatically understands why your requirements are so important. First of all, however, you should make sure you know why you want what you want.
4. Calculate the importance of individual points
Do not waste time in long negotiations about things that do not matter. Sit down and calculate the monetary value of the individual points.
5. Focus on points with the greatest difference in values
Once you calculate the value of individual points, focus on those points showing the greatest differences in the perception of value by you and by the other party. To be successful in negotiating, start with the points which have the greatest value to you and the least for the other side.
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