Negotiation

Negotiation

We all negotiate every now and then. On a personal level about your salary or your bonus. Even on the purchase of a new car of TV. How about all those people meeting each other on internet sites such as Marktplaats (E-Bay).
But also as a company, for example with customers and suppliers. Although entering a negotiation might appear to be second nature to some, it can be taught to everyone. Negotiation is a game of give and take. In order to have a good relationship with your customers and suppliers, it is important that both parties maintain a good feeling about the outcome of the negotiations.
An important factor is that you handle the negotiation process in a well structured manner. In the following chapter we will explain in more detail which components are part of the negotiation process and which parts you need to focus on.

1 The preparation

There is nothing like a good start. This certainly applies to situations that require negotiations.
A good preparation is essential and offers a large chance on a successful outcome of the negotiation. Before entering a negotiation, prepare yourself on these different matters:

1. Diagnosis : collect information on content, climate, balance of power and support.

2. Objective : what type of intrinsic result do you want to achieve.

3. Procedure : the tactical and strategic preparation.

Sub 1. The diagnosis
The diagnosis mainly consist of collecting and exchanging information. The knowledge acquired gives you the opportunity to form a realistic goal for your negotiation and structure any alternative objectives. Next to content, the diagnosis also relates to other areas. The points of interests of these areas are mentioned below.

Content • Do we know enough on the subjects at hand, • Do we have the relevant pieces, files, • Do we know the prior history, • Have we mobilised sufficient expertise in specialised areas, where are our interests and objectives,