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Simple Ways to Negotiation – “Make him an offer he can't refuse”
I still remember the statement from “The Godfather” by Mario Puzo, "I am going to make him an offer he can't refuse.” This statement was one of the most memorable ones from the movie history and through this article; we will find whether such an “offer” ever exist. Offers made at the right time, helps to save money, energy and more important relationships. If offers are too be made and negotiated, it should be done at the very instant you felt so.
The art of negotiation was known to mankind from the beginning. But it evolved as a profession a few years back where now we can find business negotiators doing their job for different companies, hostage negotiators doing it for the Police Department and so on.
Negotiation is a pure form of art and needs to be practiced to get it right. On our day to day life we negotiate with almost everyone. Be it your wife, kid or colleagues at office.
Is Negotiation Necessary?
Negotiation is a time consuming process and tiring as well. In today’s world, you will get lots of “offers” from competition and your “position” will decide whether negotiation is necessary or not. But it is always wise not to negotiate unless you have to or there is a probable advantage associate with it. On the other hand negotiation is essential for the peace and harmony in everyone’s life.
Negotiation becomes utmost necessity when money is involved. All of us want to save money and by negotiating over the price of items or deal that we intend to get, we won’t mind doing it at every second of our life.
There are some key important aspects to be looked upon when negotiating: -
1. People are different from Problem: - It should always be kept in mind that we are negotiating over a problem rather than a person. Different persons under the same problem may behave different, but the nature of the problem remains the same.
2. Be Hard on Problem, Soft on People: - In related to first point, since we need to negotiate over the problem, be hard on it. The people dealing with the problem are just like you and me and hence all the laws of human relationships need to be followed.
3. Disagreeing Agreeably: -Even if you are right, and the other is wrong, do you think we should correct him? Difference of opinion should be discussed without forcible changing the opinion of the other person. If not, they can have serious implications on relationships.
Keeping these points in mind, anyone can start to learn the art of negotiation. It is good to remember each negotiations are to be approached differently as by their nature. And the ultimate for either parties of negotiation is “offer him what he can’t refuse”.
Once the offer is made, you will notice that we have reached a stage known as “Agreement”. Agreement should be acceptable to both the parties and a good agreement should be: -
1. Win-Win Situation: - Agreement is reached when both parties win out of a negotiation. The percentage of win over here may vary according to the problem and its solution.
2. Fair Offer: - Both the parties should consider the agreement “fair” to them. They may have expected more, but now are in a win situation.
3. Workable Solution: - Agreement should be workable. And all hard work should be put or planned to make it work. Otherwise the entire process of negotiation is perceived as a simple waste of time.
4. Communication: - All the negotiated points are to be communicated to each parties properly and well documented so that there is no argument in future.
5. Review: - At the end of the Agreement point, a review mechanism should be explained where the solution to the negotiated problem needs to be analyzed on a frequent basis.
One should not consider himself to be on a losing side if they go in for a negotiation as a weak side. The strength of the negotiation depends on time, information and Power. It is not a very uncommon scene to witness a change in power and position during negotiation. And a good home work will surely help you to make an “offer” which can’t be refused.