Negotiation rules

The negotiation rules deal with different aspects of this processfrom the appearance and nuances of etiquette andending with the technique of negotiation. Perhaps, there is no sense in talking about neat appearance, business dress code, polite and competent speech: everyone knows the basics of business etiquette. Therefore, we will focus on more specific rules.

During negotiations, one should observe a polite tone - friendly or neutral. Avoid sarcasm and any utterances,which the negotiating partner may find insulting. Do not raise your voice; some people begin to speak louder, carried away by the topic, but the interlocutor can perceive this as a sign of aggression. If you feel that you are starting to "wind up" and can not restrain emotions, ask for a break, because non-observance of this rule of negotiations can nullify all your efforts.

Be sure to listen to the interviewee and take into account what he says. Quite often negotiations are at an impasse,because one or both of the participants say, but do not listen: instead of a dialogue, an exchange of monologues takes place. Naturally, in this case it is not necessary to talk about the effectiveness of the negotiations. Be sure to take into account the opinion of the interlocutor and make sure that he takes into account yours.

In the negotiation process, for sure, both positive and negative points will have to be mentioned, which in the end can influence the decision making. The rules of negotiations read: "We need to start with a presentation of the positive aspects, and only then can they be countered with negative ones". If the interlocutor first hears about negativemoments, he is internally tense and can ignore positive ones. However, we should follow the "sandwich principle" and finish on a positive note, because the first and last statement is remembered better than the middle.

It can not be expected that the negotiating partner will agree with everything: for certain he will have any objections. The rules of negotiations advise to listen to them calmly, without interrupting. Before answering objections, repeat themaloud: so you, first, make sure that everyone understood correctly, and secondly, show the interlocutor that they listened attentively to him. Do not go to direct confrontation, you do not need to accept all objections with hostility. It is better to focus on those points in which you reached an agreement, and try to agree on their basis.

During the negotiations, you need to remember that you are on an equal footing with your partner. Do not try to drive him into a corner, lowering his status, but at the same time, and your status is not belittled: you both should be able to "saveface". It is especially important to observe this rule of negotiations, if you have chosen the "win-win" strategy, as a result of which both sides of the negotiations must find a compromise and stay in the win.

During the negotiations do not rely on your memory, be sure to take notes, even if the protocol is being kept. Be sure to write down everything that you areagreed, as well as their promises, to subsequently accurately and accurately carry them out. At the end of the talks, once again announce the final results of the talks and be sure to fix them in writing in order to avoid possible misunderstandings.

Of course, absolutely all the rules of negotiationsit is simply impossible to list in one article: there are many nuances that largely depend on how the negotiations are conducted, for what purpose, who takes part in them. But if you want not only to achieve your goal, but to remain with your partner in good relations and establish long-lasting and productive cooperation with him, you need only remember one rule. It operates not only in negotiations, but also in virtually all spheres of human communication. Treat the interlocutor the way you would like him to treat you.