Why is it worth having good negotiators?

Business negotiations are not just about defeating the opponent in the discussion and negotiating good terms for oneself. On the contrary, an effective negotiator knows how to create a situation in which all parties will be satisfied with the outcome of the negotiation process.

This ability is invaluable not only for negotiations. It can also be used in other situations. It allows to work out the best solutions with internal partners – stakeholders.

Preparation is crucial for successful negotiations

The basis for successful business negotiations is proper preparation. It allows not only to obtain a better final result, but also to speed up the process. That is why it is always worth doing a homework, which is a great understanding of the needs of an own company and an equally good orientation in the options of the negotiating opponent.

Why is it important to identify the company’s needs? At least for three reasons. First of all, this task allows for a thorough understanding of the needs of stakeholders and the impact of ongoing negotiations on the competitive position of the company. Secondly, thanks to a careful analysis of needs, it is possible to prepare for concessions. Good negotiators prepare a list of options that that show their willingness to reach a compromise and are still good for the company.

It is also worth emphasizing that perfect preparation for business negotiations facilitates the selection of the best negotiation strategy. It reduces the likelihood of surprises and minimizes the risk of accepting adverse conditions.

How to prepare for purchase negotiations?

Can external consultants be useful in preparing for negotiations? Yes, they can! Thanks to training, workshops and consultations, it is possible to get to know and perfect the most effective negotiation techniques and strategies. Working with consultants is also the best way to get to know the latest trends in the area of negotiations.

The external consultants can also help to avoid the so-called “trap of assumptions”. Thanks to the support of negotiating sparring partners, it is possible to prepare a list of questions that must be asked to the other party before placing the first offer and practice different scenarios. The sparring partner will typically play even tougher then the real opponent. As a result, the risk of relying on own assumptions or past experiences is minimized. It is taking negotiations from the  subjective to more objective space.

 

Eveneum has been supporting its clients in conducting purchase negotiations for many years. We offer trainings and workshops as well as comprehensive support in the negotiation process. We invite you to familiarize yourself with our offer.