Business Negotiation Skills on Conducting Negotiation Abroad

Business Negotiation Skills

Breaking Deadlines: Steps

Step 1: Accurately identify the OP’s needs that are not being met.

Step 2: Review the process of how you are managing the negotiation and stop discussing the content of the matter on which you are deadlocked. Eg, Checking style, climate etc.

Step 3: Act to create some kind of process that is seen by the other party as potentially moving the negotiation towards meeting their needs, without causing loss of face.

Concession Making: Gaining Concessions

• Make the OP make the first concession
• Help the OP concede by providing a rationale
• When OP makes a concession-lock in commitment
• Analyse the sequence of concessions made

Making Concessions

• Carefully plan the concession making process
• Avoid making concessions during differentiation
• Propose concessions tentatively test the waters
• Exchange concessions invoke reciprocity
• Offer your concession as a reward for OP’s hard work
• Value your concessions from the OP’s view
• Review the short and long-term consequences
• Retain sufficient for final commitment
• Quantify everything that you do

Communication and Negotiation

Communication Techniques

A number of communication techniques are developed for negotiation purposes. These require constant practice by all negotiations. The area covered are

• Using questions to build argument
• Listening skills
• Body language

Using questions to build argument

• Open Ended Questions
• Reflective Questions
• Hypothetical Questions

Ask an open ended question to open up communication

Before responding with you point of view – build rapport be empathetic- Ask a reflective question

Finally when we have to make a statement, consider using a hypothetical question (HQ) or make the statement hypothetically

...