Difference Between Negotiate and Sell
If you are so good, if not friends …as before. ” Really you can maintain good relations with the other after having imposed an out-out? When you do not agree how to meet own interests without compromising the relationship with the other? Be ’sure, if are stronger than us, if the other can not do fail to do as we say … But end is really the best way to getting what you want? And when in-stead we need to have another Or rather, when they both want something and our desires, needs, interests are in conflict with those from the other person What is a sale? In summary, it is the meet the needs of the customer our product (material object or service). The customer does not necessarily really need us. What is a negotiation? In summary Communication is a two-way agreement when we reach agreement and the counterparty we have some interests in common and others in conflict. Unlike sale, here the iterlocutori necessarily need to interact. Negotiation is a fact of life. Negotiate with your partner about where to go to dinner, the hour at which the child must go bed. We discuss an increase with our head. We try to agree on the price of house. We try to reach agreement after a car accident. Group company plans a joint venture. A Local administrator meets with leaders union to avoid a strike by public transport. Two secretaries of state meet to seek agreement on limiting of nuclear weapons. Are all negotiations.
How to define a good negotiator? It should lead to an agreement balanced, ie, that meets the greatest extent possible the legitimate interests each part, which is effective and durable and finally that the best or at least not damage the relationship between the parties. For truth, knowing how to really negotiate more: represents the most advanced procedures for transform a conflict to grow, creating value! Negotiate: a bad word Often use the term negotiate on the business of sale. But business manager who loves his job, it sounds a bit ‘as an identifier care sale with an inevitable and unsatisfactory compromise. What is the differenceA negotiating position often covers what you really want. Chase a compromise between different positions is what it takes to produce an agreement taking proper account of the needs humans who have led the interlocutors to take those positions. In other words, before saying “I disagree” or “not possible” to ask the other “How’d you get that idea? or “why you want this?”. The second element basic method is: concentrate on the interests, not on positions. The third point – Options – answers the difficulty of finding optimal solutions when you are under pressure, or trying to decide when an adversary restricts our view, inhibits creativity. Equally limiting is the search for “just solution” or assume that there is only one solution. We can eliminate these constraints spent some time appointed to devise a wide range of solutions possible in identifying the interests municipalities and bringing together in a creative diverging. In other words, before go into negotiations, prepare ourselves. First, we question (but really) that we believe to be The only possible solution, and then (but really!) also think about ways in which have elements favorable to the party. Hence the third key point: groped before reaching the agreement, invent beneficial solutions all. Finally, how to balance interests seem to be frontally opposing without shared items? Some can to tear a favorable result for the mere fact of being obstinate: this method tends to reward intransigence and produce arbitrary results. But We can object to such a negotiator insisting that his simple “and so” is not sufficient and that The agreement must reflect some criteria fairly independent of the naked desire either party. This is not to insist terms are fixed on the criteria of our choice, but only that the outcome of negotiations is determined by criteria other than employees parties. In other words: agreements use the expert opinion, orcustom, law, or other experiences similar document, the market value results of studies and research, etc.. In discuss such criteria, rather than what that the parties want or do not want to do, neither needs to sell next; two may call an equitable solution. Hence the fourth fundamental point: we insist on criteria objective. For completeness we mention that course you must also consider the possibility of failure of negotiation, namely that we do not proceed to any agreement. It should be expected – before the treaty! — what is called the M.A.A.N. or the best alternative to the Agreement negotiation What to do if the negotiation fails or exceeded a limit. The four fundamental propositions of negotiating principles are put in practice is in preparation and in the conduct of negotiations. During the preparation stage we first diagnose the situation: we collect information,put them in order, and we reflect on it.
What are the human issues at stake and possible hostile emotions? As we are face communication unclear? Our interests, what is the important? And what of the other party. What are the objectives realistic? Devised more options of possible solutions Let us be aware of and criteria for decide between an option and another. There are options already exist? There are already policies used as a basis for an agreement. Even during conduction of negotiation where the parties communicate seeking understanding in both directions, the same four elements are the arguments best. Diversity in the way of perceiving things, feelings of frustration or anger, and difficulties in communicating should be identified and addressed. Each parties should be conducted to understand the interests of the other. Both can then generate all options and seek mutually beneficial agreement to resolve the opposing interests with objective criteria. Contrary to the negotiation position, the method of negotiating principles, with its focus on interest essential to make satisfactory choices for all and use criteria of fairness, has far more likely to result in a good deal.
The method allows us to reach gradually a consensus on a joint decision with efficiency (in time and inputs) or without all costs related to the practice of refuge first on a position then another moved only by the need of having to come out. And separating people from the problem allows us to deal directly and cordially with the other party as being human, thus making possible an agreement friendly. between negotiate and sell.
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Negotiation is more about an ability to question one’s own assumptions about the other person’s objectives.”The YES Movie” produced by Louis Lautman