In business negotiation you get positioned in
varying roles depending on the circumstances and the nature of other party. In
most cases the perception you have over him dictates how you proceed with him. To
counter this you must develop strategic focus that takes you out of subjective mind-set and
prods you to go for objective mind-set. Here are the expert guidelines as to how
you get strategic focus in place each time and every time:
1. Separate
person from the issue: A person can be human being or a corporate. You have
over the time built up feelings, perception and ideas about the person. Pause for the moment! Drive out the
past! Stay in the present to be ready for moving towards the future. Now
look at the issue at hand rather than the person behind it. Try to understand
the issue in qualitatively and quantitatively.
2. Separate
position from the common interest: The other party is an erstwhile
competitor and you have every reason to be wary about him. You cannot give in
for him to boss you around or
steal your ideas and use it for himself. Still you have common interests
that you share with him. If these common interests are threatened, both of you
will be at the receiving end. A good
example is to get an erstwhile competitor to agree with you to safeguard
industry standards common to both.
3. Allow the
other party to take precedence: Give prominence to the other party by
inviting him to place facts and figures before you do, discuss them over and
bring your point of view to the table reinforced with your experience. Convey
the impression that both
share the same objectives and if a via media is not found it could
result in both you and him going down the line.
4. Be open
minded: If you find options and objectives of the other party have greater
possibility of successful implementation then embrace them with enthusiasm and
try to amend your options and objectives to go along with the trend. Strategic focus does not mean that your options are
always the best. If the need arises you have to amend them. Please remember
your strategic focus is to stay in the business as a worthy player.
5. Win-win
solution is always best: Finally you must strive for a win-win solution when both you and
the other party are embarking upon a new unrelated product where both lack
experience equally. A good example is when Pepsi unveiled mineral water
“Aquafina” long before Coca Cola came with a competitor brand “Dasani”. Later
on Dasani fell foul with EU authorities as it said to contain borate exceeding
the maximum allowable limit with potential health hazard. This also had
negative image for Pepsi too. Had both discussed the matter before launch this
unfortunate situation could have been avoided.
Cheers!
Muthu
Ashraff Rajulu
Business Strategist
Mobile: + 94 777 265677
E-mail: cosmicgems@gmail.com
Blog: Business
Strategist
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