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Understanding the Basics of Negotiation

Negotiation is the process of settling disputes with different viewpoints and goals. Understanding the basics will enable you learn build value and claim it, manage fairness concerns, and achieve a positive outcome, regardless of whether you are a natural negotiator or you need to work on it.

You should prepare for a negotiation by defining your objectives and obtaining the necessary information and data to achieve them. This helps you anticipate potential counter arguments, and create a plan to be successful.

It is also crucial to be aware of the other parties’ interests, as well as their desires, needs and fears to be able to anticipating possible objections. Additionally, you must be able to articulate your own interests, and the motivations behind them. By doing so, you will be more credible and persuasive.

Additionally, you should be willing to compromise within reason. It’s not a great idea to adopt a rigid position at the beginning of negotiations, as it can be perceived as a lack of confidence in reaching an agreement. Instead you should be prepared to concede on something you value but only when it can be match by the other side’s interest.

The idea of having your walk-away point (your best alternative to the negotiated agreement or BATNA) in mind is another crucial aspect of preparation for negotiations. This will aid you in deciding the best time to end a discussion, as you will not be able to keep negotiating in the hope of achieving an equitable agreement if the other party is unable to find a solution.

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