The negotitation process and the relations

The negotitation process and the relations

1. Negotiation Process

   • Principal steps
     • Planning
       • Planning as the first phase of the negotiation process, is characterized as a fundamentally informative phase. In it, the parties will elaborate a strategy that will be final when carrying out successfully the second phase of the negotiation process, that is, the interaction or execution.
       • Once we have obtained all the information that we consider necessary, what we have to do is contrast it and order it, according to the planning and the strategy, that inspire the negotiation process
     • Discussion
       • Proposal
       • This is the central part of the negotiation. It is a dialogue in turn, orally (except for the results that are recorded in writing), in which both parties try to carry out their own strategies.
         • Support
           • Asertiveness
             • Being assertive means expressing thoughts and feelings in an honest, direct and correct way. It implies respecting the thoughts and beliefs of other people, while defending their own
           • Negotiation tactics
             • BRICK TECHNIQUE: Consists of impressing the opponent demonstrating knowledge and preparation about the aspect to be negotiated. Patience is recommended to reveal the facts at the appropriate time. "VINEGAR AND HONEY" TECHNIQUE: It consists of discouraging the opponent with unpleasant news (vinegar) and then spread the good news (honey). In this way, the news that was not so good, will seem better.
       • When an offer or a counter offer is made, the negotiator puts his beliefs and your credibility on the table. In the event that the other party accepts, then the deal closes. To achieve this, it is recommended to complete the following steps:
         • Always wait for the opponent to raise the first offer. Make counteroffers to show interest in the negotiation. Put in writing any offer and counter offer you make. Keep your credibility showing balance in the offers, it's say, do not offer much or little.
     • Closing
       • Close the negotiation when your own instinct and the body language of your opponent tells you that he is in a position to close the deal. Make sure you have the necessary documentation, prepared and ready to the closing.
         • Do not press, or beg your opponent to close the way. Close the deal. Never ask your opponent to think about it. Use closing techniques to induce your opponent to act.
   • Neuro-Linguistic Programming
     • Techniques
       • Language meta- model; • Pacing – Report creation; • Sensor ial acuity; • Inners tate management; • Questioning technique
     • the neuro-linguistic programming is a set of instruments, which induce the influence of human behavior while aiming to reach the maximum potential from every human being.

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