Negotiation

Why negotiate?

Earlier days corporate life slogan used to be "work is worship" nowadays it has turned into "work is warship"

Negotiation are usually done in corporate life wide across from the start of joining the company/project [Joining date, Joining Compensations, Project startup/revenue model], in the middle [Project estimation, Resource mapping, Appraisals] and at the end as well. [Relieving dates, Project Closure].

Negotiate a brief 'His Story'

 Methods of Negotiations

Negotiation methods can be broadly classified as follows

• Distributive Value negotiation -Negotiated value are shared equally
• Integrative Value negotiation - Negotiated value can expand over time

Though the value holds an upper hand, we use different technique to negotiate the best for us. [Only the Means to the End has been discussed in this topic]

Before we negotiate, anyone can look onto the BATNA [Best alternative to a Negotiated Agreement] technique to make sure that the negotiation falls in line with the expectation.

Even though BATNA score may allow one to find the best alternative path, it cannot be applied in all the case scenarios, given that some of the factors [emotions] cannot be quantified or measured.

So let us look on to the different alternative tactics used in negotiation.

Tactics used in Negotiation

• Game Theory - Zero or Non Zero Game
• Foot in the Door method
• Door in the face method

Given these tactics, as a good negotiator we shall be always armed with a checklist of the best and worst requirements. Knowledge of the different tactics used by negotiators shall come handy as well.

During negotiation do make sure that your basic needs are mentioned and explained so it shall be taken into consideration.  [Difference between Want and Basic Need].

Its better to talk to negotiators from a feeling side rather than from a judging side.

Do follow post negotiation analysis, after the negotiation cycle as well.

Post Negotiations steps

Steps to be followed post negotiation are as follows

• Do a root cause analysis on the failure/success of negotiation
• Refine the negotiation checklist
• Refine the approach or the technique
• Learn from the mistakes done during negotiation
• Refine the communication

 Note :- Only professional life is taken into consideration as the writer feels that the Personal life cannot be negotiated.