Can You Negotiate Successfully?

A person needs about 800 hours of training to acquire the habit of negotiating spontaneously. Negotiation techniques are an art in themselves, and control can be a very effective tool in achieving the objectives in a conversation or meeting. What do the gestures? When to say “no”? What are the most common mistakes? How far has to give? Rodrigo Javier Martinez, author of The path of negotiation, published by LearningMedia, answers these questions in an interview with Universia Universia Knowledge @ Wharton: A trade agreement is part of a reflection or an innate talent capable of improvising music? Rodrigo Javier Martinez: From my point of view and from my years of experience in coaching and training professionals, both in the commercial sector as a manager, I am convinced that “not only born negotiator, also does.”

It is true that some people seem to have been born for this and that “Innate talent” of a business able to improvise, for example, can save situations of stagnation or breakdown of negotiations. However, being an expert negotiator able to achieve the best “expected results”, given that they must be beneficial to both parties is the result of reflection, analysis and practice of the various possible methods and techniques which, of course, you can learn and practice. We must not forget that effective negotiation is composed of 10% technique and 90% attitude. UK @ W: What are the stages that must be put in a negotiation? JMR: The starting point to start negotiations is that both sides recognize that they need (although not always begin a negotiation when two parties meet for the first time.) From here, to gain credibility is crucial because both sides have to be considered “valid interlocutors.” In summary, we can speak of three stages in a negotiation: preparation, development and closure.

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