HOW TO BE A SUCCESSFUL NEGOTIATOR

Negotiation exists in many situations in human life. Negotiation is not found only in businesses; it is often necessary to make decisions with friends, family and yourself. When you're skilled in negotiation, you can build trust and good relationships. There are three tips that improve yourself to be a successful negotiator.Ⅰ. Define what is Going to be AchievedWhat is being achieved in the particular situation should be clearly identified and defined. Negotiations occur when there are conflicts, which in turn are resulted from disputes over stakes of negotiating parties. Two parties will naturally fight for each other` own interests and make every effort to gain more from the other side. The negotiation players should ask themselves what the business will give up in order to get what each wants from the other. It is important to ensure that this is clearly defined and identified from the beginning to avoid confusion at the negotiating table. For example, the long lasting negotiations between Israel and Syria on returning of 11% of the territory Israel agreed to return, there is a lake providing fresh water to Israel people. Because of serious shortage of fresh water in that area, the lake became very vital to the people of both countries. Israel government` target in the negotiation was to make sure that after the returning of the territory, Israel could continuously fetch water from the lake. So the water issue became the focus of the negotiation and increased complexity of the talk. There are similar conflicts like territory in Kashmir, oil in the Middle East and diamond in the south Africa.Ⅱ.The introduction of win-win concept.In some negotiations, a gain for one party means an equal loss for the other. A successful negotiator tries to work out a solution that is mutually beneficial for both parties. If concessions are made, they should be done in exchange of something in return, still beneficial for both.The core of the win-win concept is mutual success and convergence of interests. By mutual success, they mean under the condition that one party tries to gain his utmost interests or at least takes action not detrimental to one's own interest, each party may find one way or another to satisfy more or less the counterpart's interest as well. For example, when you go tobuy a car, you want the lowest price and the salesman wants the highest. Another example is a negotiation regarding one's salary, an employer wants to pay as little as possible and you want the opposite. However, some benefits exist for balancing the salary: add in flextime, telecommuting, vacation, etc. These benefits are more than zero in a negotiation and both sides can reach an agreement.Win-win theory has proved to be successful and effective in many tough negotiations because it takes into full consideration of both side's interest, which contribute greatly to the mutual understanding of negotiating parties, therefore, it can produce twice the result with the half effort.Ⅲ. The introduction of collaborative principled negotiation, which can be divided into three components as follow.A. Separate People from the ProblemFirstly, negotiators are humans. Therefore, both negotiators have their own perceptions and feelings. The other party most definitely also want something out of the transaction, therefore, each position should be taken into consideration. The technique is never to attack, but to stay objective. For example, you may feel uncomfortable when your counterpart appears arrogant and superior, so you probably throw out something to knock off his arrogance, which may further irritate him and make him take retaliation action.B. Focus on Mutual Interests and Not PositionsThe focus should not be on positions but rather on mutual interests. An effective negotiator keeps in mind that the other party may be trying to achieve the same goal but may be using different negotiation tactics or strategies. It would be helpful if concerns are shared on achieving an outcome that satisfies the desired result.This opinion can be well demonstrated as follow example: there are two man quarreling in a library. One wants the window open and the other wants it closed. They argue back and forth about how much to leave it open: a crack, halfway, three quarters of the way. At this time a librarian enters, she asks one why he wants the window open:” To getsome fresh air.” She asks the other why he wants the window closed:” to avoid the draft. ”After think for a minute, she opens wide a window in the next room, bringing in fresh air without a draft.C. invent options for mutual gainThe idea of inventing options for mutual gain provides an approach to the fulfillment of the two parties demands. When looking for mutual gain, a major block to creative problem-solving lies in the assumption of a fixed pie: the less for you, the more for me. Actually, there almost always exists the possibility of joint gain. This may take the form of developing a mutually advantageous relationship , or of satisfying the interests of each side with a creative solution.1. Identify shared InterestsIn theory it is obvious that shared interests help produce agreement. By definition, inventing an idea which meets shared interests is good for you and good for them. In practice, however, the picture seems less clear. In the middle of a negotiation over price or a piece of land, shared interests may not appear obvious or relevant.2. Look for Options That Would Make the Decision Easier for ThemSince success for you in a negotiation depends upon the other side’s making a decision you want, you can do what you can to make that decision on easy one. Rather than make things difficult for the other side, you want to confront them with a choice that is as painless as possible. Impressed with the merits of their own case, people usually pay too little attention to ways of advancing their case by taking care of interest on the other side. Let me take another case as example :By the middle of 1980s Hong Kong `s silk market was mainly taken by Japan, South Korea and Hong Kong product. The director of Shao xing Silk Plant, FanShizhou, decided to open new markets, they start producing silk with printed in small quantity for each kind and rich variety. An American saleswoman, Edwart Nicolar, came into Shaoxing Plant, and ordered 7 patterns at the price of＄3.8 per yard. But Fan claimed that the price was not at all high because it cost him ＄5 for buying plain silk and ＄0.36 for printing. After A back and forth negotiation, they made a deal at the price of ＄3 per Yard with the condition of American party providing the plain silkOnly we master the art of negotiation, can anyone use to improve their life and career.。