Strategic negotiation: the 5 necessary skills

Negotiation is a decision-making process that allows you to reach a compromise or agreement while avoiding arguments and disputes. It often happens, in a discussion, that a person tries to impose his point of view, forgetting that success does not come from winning over others but in being able to achieve one's goals . Each of us has goals of great importance, which we do not want to do without. The good mediator knows how to identify them, negotiate and propose the right understanding. Listen, media, bring all parties into agreement. Any of us can become a good negotiator.

There are various forms of negotiation that are used according to different contexts and situations: sales, purchases, legal contexts, disputes, agreements with employees, with colleagues, with partners, etc. There are few people in the world who have innate negotiation skills, all the others manage to learn them by reading and studying books or thanks to negotiation courses.

The 5 necessary skills

Do you want to be an excellent negotiator and make the best use of the different negotiation methods? The first step, as mentioned, is to buy books, such as this one « Negotiation. Strategies, tools, best practices » by Roy Lewicki and Bruce Barry, or participate in negotiation workshops, specialization courses thanks to which you acquire professional know-how and application methodologies. You are taught how to deal with the different types of negotiation, you develop your communication skills and you begin to put into practice the correct mindset aimed at conciliation.

Every negotiation process has five phases , which at the same time also represent five skills that every good negotiator should possess:

1. Preparation – Organizational skills
2. Discussion – Communication skills and assertiveness
3. Negotiate towards a win-win outcome – Leading and negotiating skills
4. Agreement - Ability to conciliate
5. Course of action – Planning skills

1. Preparation

Before any negotiation, it is important to decide when and where the meeting will take place, who will participate, the time available, the goals set. As in a battle, the general has an advantage if he already knows the place, men, dispositions, times and strategies of action. At this stage you need to ensure all relevant facts are shared and remind participants of the 'rules of the game'. As a result, you must be a well-organized person.

2. Discussion

In this phase, each person must have time to present their point of view . The goal is to understand each point of view. The key skills of this phase are: knowing how to ask questions, knowing how to listen, being clear and concise. It is useful to take notes in case misunderstandings arise or clarifications are needed in the continuation. It is extremely important to listen and not interrupt.