Tips to carry out a negotiation

Published in El Pais, 26 January 2019.

As an advisor and business administrator, I know that, in the work of everyday, there will be many opportunities to carry out a negotiation and can represent a future work of perhaps thousands of dollars for the company where I work. A couple of weeks ago I read a very interesting article by Professor Thomas Mussweiler from the London Business School, stating some negotiating tips:

1. You want to make the first offer. To make this first offer, it’s essential to define what you are going to offer. This has an effective outcome and indicates a number that will influence the mind, the judgment and the entire negotiation process.
2. Focus on the emotions. An example is the negotiation of a salary increase. In this, one could only talk about numbers but the best thing is to involve the family as an emotional base.
3. Consider negotiation as a creative process. We often see negotiation as a quarrel or competition, as if the salary increase would be more important to the applicant than to the organization. However, we must see the negotiation as a resolution of problems for both parties. Creativity will help find alternative solutions for both.
4. A bigger confidence will improve negotiation. To negotiate a complex situation we must promote a pleasant environment, show confidence and clarity in our arguments. Try to have accurate information and include the point of view of others.
5. When to end a negotiation? Not always a negotiation will end in a favorable outcome for all. When the negotiation lengthens, it is better to pause, as tiredness is a factor against effective assessment.
6. Do not behave with aggressive tactics. When both parties have the same interest and conditions, the use of aggressive tactics, abuse of authority, threats or pressure, are counterproductive and can hinder negotiation. Creative ideas are not endorsed and communication is truncated.

If we apply these tips, we can improve our chance for success in negotiation.