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Negotiations to create a specific business deal, negotiating term is, indeed tricky. Necessary preparation, skills, and specific strategic outcome that did not miss the target. What skills should be prepared to pass the negotiation? Are there specific guidelines that must be understood the negotiators?

Roger Fisher and William Ury, in his book Getting to Yes to write 4 basic strategies in negotiation:

First, separate subject that we must negotiate with the opponent. That is, do not let personality issues that hinder the negotiation process is running. Not surprisingly, large companies usually prepare their negotiators in a team that consists of a number of personnel who have expertise in layers. The goal, do not there is a personality conflict with the negotiation process.

Second, we must know exactly the objective of negotiations and the end result that we wish to capture. Negotiation is not about winning or losing, let alone destroy the opponent. So, do not let emotion and ego problems makes us feel as if I were in the bargaining position of the lower or higher. Focus your mind on the purpose of negotiation.
Do not let the success we negotiate actually cause “harm” on the other side of a very expensive price. For example, after negotiation, the negotiator actually got a new enemy. Skillful negotiator who always managed to achieve his goal, without realizing that their enemies had taken to the point of compromise.

Third, one of the most taboo thing in negotiations is the impasse. Adept negotiator who always has a powerful stance, by Roger Fisher and William Ury called the alternative path. Negotiator always worked with so many alternatives that have been carefully prepared, so as to create a compromise that win-win for both parties. In essence, a win-win situation is the ideal position to be achieved the negotiators.

Another thing to consider when negotiating is the extent to which there are factors that are exhausting our opponents. These factors tend to make them emotional and oppress us. For example, where and when negotiations are not very conducive, too long and rambling.

That’s why, four versions of the strategy Roger Fisher and William Ury is completed negotiations with a quick, thorough and straightforward. Skilled negotiator usually has a number of scenarios that have been designed, taking into account the bids and other measures. Just like in a chess game.

Finally, in negotiating, ethics and culture is often an important element. Skilled negotiator always win sympathy opponent. He was always adept at making opponents and enemies to feel respected at the end of the negotiation. Negotiations champion always do their homework well. He was always doing detailed research about the negotiating opponent. What is his background, his habits, and hobbies and favorite. Do not be surprised if most of the business contract was won not on the conference table, but on the golf course, in the karaoke room, on a cruise ship, or at a restaurant table.

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